Conferences

Summary

Overview:

In today’s fast paced and ever changing business world, mergers, acquisitions tender and bidding opportunities are becoming the norm.

Delegates will learn from participating in Tonkin’s Tender Management Masterclass the key principles of effective bid and tender management. This will enable them to maximize their ability to plan, manage and submit powerful and successful bids. From initial bid evaluation and decision to tender, through resource allocation and daily management, to the ultimate production and submission of a bid, you will gain the tools to maximize your bidding opportunities.

Who Should Attend:
 
•    Procurement Managers
•    Purchasing Managers
•    Key Business Managers
•    Business Development Executives
•    Bid Writers and Managers
•    Key Account Managers
•    Research and Business Planning Managers
•    Tender Managers
•    Contract Managers
 

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Learning Objectives

•    Evaluating and analysing bid requirements
•    Aligning your approach to what the customer wants
•    Determining and targeting the resources you will require
•    Identifying the information you need to succeed
•    Setting up the internal review procedures required for you bid
•    Structuring your bid from that of your competition
•    Controlling a structured submission
•    Planning and working efficiently within the tight timescales
•    Assessing and reviewing your submission to drive continual improvement

Speakers

Conference Agenda

Workshop Agenda

Day One: 25 August 2010 (Wednesday)


1.  Evaluating and Analysing Bid Requirements
          
•    Profiling the bid / profiling likely competitor offerings

•    Success rate and investing into RFPs - Determine Go / No Go on bid

•    Identifying indicative bid mandatory qualification process

•    Identifying key stakeholders on the bid

          
2.  Aligning your Approach to What the Customer Wants

•    Tailoring your solution to meet bid objectives

•    Using discussion forums and Q&A processes

•    Understanding the customer – are they MNC? Local? Regional?

•    Who is driving the process? Business or Procurement – both?


3.  Defining Needs Analysis and Specifications

•    Specifications and alternative offerings

•    Driving a solution that meets the customers’ needs

•    An SLA based  solution


4.  Market Dynamics - Make / Buy decision Tree

•    Large bids sometimes require collaboration

•    Outsourcing parts of your offer – Tender Collaboration

•    Working with external partners to provide the right outcome


5.  Determining and Targeting the Resources you will Require

•    Large bids require resources – building a project plan to support the bid process

•    The “Mini Project” Developing a workflow and using project  management tools

•    Maximising your teams output on the bid – Defining Roles and Responsibilities

Day Two: 26 August 2010 (Thursday)


6.  Identifying the Information you Need to Succeed

•    Management Information and the knowledge warehouse – using knowledge to provide us with competitive advantage  

•    Competitor information – understanding the strengths and weaknesses of your competitor

          
7.  Setting up the Internal Review Procedures Required for your Bid

•    Reviewing the Bid Framework, educating your team to ensure you understand the bid requirements and determining the your  governance structure around a bid

•    Planning and working efficiently within the tight timescales


8.    Structuring your Bid from that of your Competition

•    Differentiation from your competitors
 
•    Understanding the evaluation criteria of the bid
 
•    How to maximise your comparative advantage

•    Controlling a structured submission

•    Ghosting your competitors weaknesses

•    Delivery of content - presentations

•    Assessing and reviewing your submission to drive continual improvement
                             

9.     Maximising your Value Proposition Through True Performance Based Contracting Models

•    You have won the contract – how to manage your relationship with the client

•    Developing a client focus and client relationship model

•    Performance based contracting – developing and managing client expectations and risk


10. Client / Supplier Relationship Management - Developing a Long Term Category Focus

•    Working within your business to developing a strategic approach to developing long term collaborative approach to categories

•    Positioning your business - Understanding market dynamics within  

11. Beyond Strategic Sourcing – Developing your Offering we’ve Extracted Savings from Being Strategic - Where to Next

Pricing
(must register & pay by dates listed)