Successful Proposal Preparation Training Course
Duration
2 days
What is this course about?
In this course delegates are exposed to best practice in the development, preparation and presentation of proposals.
The course takes the delegate through everything they need to know to produce effective proposals that ensure they win the business. The course covers preparation and planning through to presenting the bid and the post-proposal process.
The aim is to provide delegates with a focussed learning opportunity that will deliver an advance to the commercial management programme and in which the learning is immediately transferable to their working environment.
Who would benefit?
Anyone who is responsible for preparing proposals on behalf of their organisation, either individually or as part of a team.
Objectives
For delegates to gain an understanding of:
- The entire proposal process and its commercial context
- What is needed to effectively evaluate tenders
- The bidding process and its associated risks
- How to plan the proposal and assemble the best team to carry out the plan
- How to negotiate the right agreement
- The skills needed for presenting the proposal in a variety of ways
- What is involved in the post-proposal briefing and how to use this forum to tackle issues that have arisen
Key topics covered
1. The Commercial Context
- Competition
- The procurement process
- Tender evaluation
2. The Bidding Process
- Process overview
- AGISA model
- Developing a selection process
- Risk analysis and prioritisation
3. Special Considerations for Services
- Differentiating services
- Establishing the need
- Clarifying the requirement
- Relationship selling techniques
4. Bidding to Win
- Storyboarding
- Clarifying the requirement
- Relationship selling techniques
- Playing the points game
- Style templates
5. Proposal Planning
- Structure and content of proposals
- Tiered response
- Technical
- Management
- Commercial
- Proposal team
- Review and sign-off
6. Negotiating the right agreement
- A negotiating exercise
- The structure of negotiations
- Building agreement
- Making concessions
- Top 10 negotiating errors
7. Pricing
- Cost horizons
- Direct costs
- Risk costs and contingencies
- Relationship of cost and price
- Inflation and exchange risks
- Open book costing
8. Preparing the bid
- Contents of a good document
- Signposting
- Bid compliance
- Buyer-friendly bidding
9. Presentation and post-proposal
- Formal presentation
- The team
- Rehearsals
- Presentation Techniques
- Handling questions
- Debriefing
