Bid to Win

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Overview

2-day public or single organisation event

Bid to Win is an innovative business simulation training package that provides delegates with practical experience of bidding to win new or repeat business from potential customers. During the simulation activity delegates will consider:

• Should we bid for the business?
• Can we deliver what is required?
• What level of re-engineering is needed internally?
• What needs to be included in our bid price?
• What do we do if we win the bid?
• What external dependencies are require for this bid?
• What are the risks & investments associated with this bid?

Objectives

To provide delegates with practical experience of how the bid process works and to allow them to experience the difficulties encountered and activities required to satisfy the requirements of the vendor and the bidder.

Who should attend?

Bid to Win is aimed mainly at anyone involved in the bid process as a vendor or supplier. It is also of value for any IT staff members whose role involves either providing information for a bid or defining a service offering to meet bid requirements.

What some of the delegates have being saying about Bid to Win:
“I didn’t know bids were so involved, I will cooperate much more in the future to assist our bid team”
“If we responded to bids in the way taught everyone’s life would be much easier
- and we would make a better profit”

Content

Day one of the course is mainly concerned with the theory behind the bid process and consists of a series of instructor-led short lectures and discussion sessions on the topic.

The afternoon session introduces the simulation phase of the course and requires the teams to respond to a Pre-Qualification Questionnaire submitted from a large retail organisation (fictitious). Once the responses have been presented, a debrief will take place to discuss the responses and any related risks.

On day two the teams will then move into the Invitation to Tender and Best and final Offer stages of the bid - to hopefully win the business in the most cost effective manner - and be in a position to understand how to deliver on the promises made.

At the end of the day there will be an open discussion on the overall lessons learnt and how they relate to the client’s current mode of operation.

During the course the following will be used to enhance the experience:

• PC based risk management aid to track risks
• Process documentation (from foxPRISM)
• Templates and presentations to aid with information gathering and presentation

Customisation

Bid to Win can be customised to begin and/or finish with a positioning session delivered by a senior sponsoring manager. Lessons learnt during the day can be related to the client’s environment and challenges and suggestions on the way forward provided.