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Bid Skills Training - Day One

On the first day, course delegates are taken on a journey of discovery, to understand why certain bids win and others fail. Using a range of media including video, audio and PowerPoint and utilising a highly interactive presentation style, the Bid Perfect Trainer will establish the current mindset of the delegates and then re-shape it to form an intrinsic understanding of how to achieve consistently successful bids.

This will be achieved by introducing the participants to a series of powerful and challenging exercises as well as providing them with tools they can take away and use in the day to day management and production of winning bids. The principal modules are as follows:

The Winning Bid Formula©

This tool has been specifically designed by Bid Perfect to succinctly capture all the elements of a winning bid, in one elegant and all-encompassing formula. By explaining to the delegates how the Winning Bid Formula works, we are able to convey the components of success quickly and memorably.

The Bid/No Bid Process

Here we take a look at why this is a critical element of any approach to bidding and why careful selection of bids will drive higher win rates and increased revenues.

The Emotional and Rational Common Buying Motives, plus the Non-buying Motives

Why do business people make the decisions that they do? How can a bid manager ensure they are linking their bid to the emotional needs of the evaluator, and also addressing the needs and objectives of the client by giving them logical reasons to buy? We look at the role of cognitive fluency in bidding and the Common Buying Motives (emotional and rational) to establish synchronicity in thinking. Alongside this, we present the Non-Buying Motives; an examination of why bids fail and how these drivers for failure must be eliminated from the bid.

The Bid Value Matrix©

This is the centrepiece of our course and the entire Bid Perfect approach to successful bidding. Throughout the first day of the course, delegates will build their Bid Value Matrix in such a way that they will understand how to assemble a compelling argument in their favour.

The Golden Rules

We present a series of Golden Rules, each of which flows naturally out from the course content. These rules neatly encapsulate each of the modules we work on and are instantly memorable. This helps to ensure the rationale of the course is remembered.

4-Point Risk Management Planning

This is a key document which enables Bid Managers to capture the risks in delivery of the service and then work through how they will be mitigated to the satisfaction of the evaluator.

Full list of Day One subject matter:
  1. Credentials introduction
  2. Workshop objectives
  3. The Golden Rules
  4. Roles and responsibilities in bidding
  5. Did You Know? (video)
  6. The Bid Perfect Bid Management Process
  7. The Purpose of a Bid
  8. What increases or decreases your chances of winning?
  9. Winning Bid Formula
  10. Bid/No Bid Planning
  11. The WHY question
  12. Emotional Common Buying Motives
  13. Rational Common Buying Motives
  14. Non-Buying Motives
  15. Empathising (supported by video)
  16. Bid timeline
  17. Needs Aims and Objectives
  18. Research
  19. The Bid Value Matrix 
  20. Selling Points, USPs and Competitive Advantages
  21. Outcomes and value
  22. Presenting Evidence
  23. Answer Analytics
  24. Balancing Risk in a Bid
Bids Skills Training- Day Two

On the second day we focus more on the actual writing of the bid and how it should be managed and presented. Whereas the first day discusses a philosophy for bidding and what the mindset should be, day two sets out the rules for writing and creating effective content.

As we only have delegates for two days, the main thrust of the training is to lay the groundwork and present the techniques, but to also rely on delegates ‘buying in’ and agreeing to apply the principles we define for them.

The main elements of the second day are as follows. These are expansive subjects and cover many sub-topics, which you will find listed below. 

The 5 Cs

This is the final element of the Winning Bid Formula and builds the foundation for the first half of the day which is largely concerned with writing a winning answer. The 5 Cs are:

1. Complete
2. Clarity
3. Concise
4. Compliant
5. Compelling

The Architecture of an Answer

Where the delegates are challenged to rewrite the answer they delivered at the beginning of the course but now incorporating the methodology we have established through the Winning Bid Formula. The results of this element of the course are always a radical departure to the way in which the question was first tackled.

Win Strategy and Win Theme Planning

We break the Win Strategy down into its three component phases and examine each area in detail. We will also look at how a bid should be approached by the primary bid team and the Subject Matter Expert contributors and how the roles and responsibilities are established. Forming Win Themes is an area also investigated in detail.

Team Exercise

This module takes a large part of the afternoon where the delegates are divided into teams and all given the same challenge. They are provided with a bid brief and asked to construct a Value Matrix based on everything they have learned to date. This is always seen as a valuable exercise as it brings to a close the formal classroom part of the course and allows the delegates a couple of hours to put into full practice what they have learned.

Full list of Day Two subject matter:
  1. Day One recap
  2. The Five Cs
  3. The Dos and Don’ts
  4. Lean Writing
  5. Proofreading
  6. Question Analytics
  7. Architecture of an Answer
  8. Use of Graphics
  9. Win Strategies
  10. Bid Project Meetings
  11. Roles & Responsibilities
  12. The Value of Research
  13. Win Themes
  14. Bid Project Plans
  15. The Executive Summary
  16. Collaborative bid writing
  17. Red Reviews
  18. Team Challenge
  19. Summary
  20. Close
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Bid Perfect will increase your profits by empowering you to write a winning bid.

How confident are you that you will win your next bid? If you are concerned that you may not be writing compelling bids, then perhaps the time has come to talk to experts who will be able to help you gain the winning edge and improve your win rates.

We know the secrets of writing a winning tender response; from PQQ to ITT. Bid Perfect has a comprehensive portfolio of tender management services. Our expertise is yours for the asking. We will  write your bid or tender for you, or we will objectively review your own bid writing. You may want high quality training for your bid writers or want your bid management processes to be more effective and efficient.

Perhaps you need to recruit a good bid writer, experienced in tenders or need someone on an interim assignment. We will have the right person and the right training course for you.

We provide tender management services to clients of all sizes and budgets and we have a winning track record. If you want to make sure you are optimising your opportunity with your latest bid then why not contact us? An initial conversation costs nothing - call us on 0845 6000 281 to speak to one of our team. Or you can   ...

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