Writing Winning Tenders

The challenge for a business is to submit a tender or proposal that emphasises their strengths and added value benefits and differentiates them from other applicants. Moreover, effective, informative and persuasive writing skills can mean the difference between winning that tender or retaining an unhappy customer.

This course will provide participants with practical strategies and tools to ensure that the structure, content, and presentation of their correspondence, tender or proposal will maximise the potential for success.

Course Content

Overview

Client Pursuit

• Who will make the decision?
• What do they think of us?
• What perceptions do we need to change?
• What would they value most?
• Bid Strategy
• What are the critical decision factors?
• How can we create value?
• What is the reason to choose us?

Bid Document

• Have we answered the questions?
• Is it summarised at every level?
• Are problems tied to solutions?
• Are features linked to benefits?
• Is it obvious why we are the best choice?

Presentation

• Start strong, end strong
• Be human, show enthusiasm
• Give insight, not information
• Hold a conversation

Bid Management

• Start early
• Plan key checks and review
• Develop standard process and templates
• Commit enough skills, facilities and leadership time

Course Outcomes

• Have an understanding of the aims and objectives of providing offers in written form.
• Identify methods of using a written proposal to advance the sale.
• Understand the different kinds of tenders and proposals and how to construct.
• Produce a written proposal that is relevant to the invitation.
• Improve the letter style for documents that sell.
• Understand the best methods to follow-up the document.
• Calculate the chance of tendering success.
• Produce documents that sell the company and its products.
• Establish procedures and templates that will continue to provide quality documentation.
• Have a better understanding of the sale profitability.

Training Methods

By all means, bring your pencil case, and yes, there will be handouts, but there will be a lot more discourse, debate, improvisation, role play, technology, practice, and group dynamics. The training will be conducted in a friendly, fun atmosphere, which not only allows for different learning styles, but respects each delegate as an individual and ensures each one is challenged and derives maximum benefit from the course. Our aim is that you will be highly stimulated and encouraged to rethink

Who should attend?

This course is suitable for anyone wishing to enhance their writing skills. This course is for anyone who regularly creates content and presents to audiences and wants to persuade an audience to invest in a product

Meet the Course Instructor

Steve has been active in all aspects of sales, negotiation and account management for over 25 years and is the Managing Director of a highly respected UK employee motivation consultancy. His highly energetic and clear communication style helps to make what can be very complex issues, simple and understandable with actionable ideas and recommendations.

He has worked with multi-nationals, local companies and several government bodies. With the research tools he has developed, he brings a wealth of data and case studies to support his consulting and training interventions.

Steve has developed and delivered a series of training programs across the Gulf region ranging from sales, key account management, negotiation, interpersonal and communication skills to personal skills such as time management and public speaking.

Steve’s dynamic style ensures that all course participants leave with some new found knowledge or ability.