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TRAINING TO WIN

THE SKILLS TO WRITE AND MANAGE WINNING BIDS AT YOUR FINGERTIPS

If you have identified that your company needs training, would it help to know that Bid Perfect has a long and successful track record of delivering bid training programmes around the world?

We have a solution for any size of company, in any sector or market and for any amount of people.

 

 

 

 

 

 

 

 

 

TRAINING TO WIN

THE SKILLS TO WRITE AND MANAGE WINNING BIDS AT YOUR FINGERTIPS

If you have identified that your company needs training, would it help to know that Bid Perfect has a long and successful track record of delivering bid training programmes around the world?

We have a solution for any size of company, in any sector or market and for any amount of people.

Course overview

Two days that will change the way you think and give you the secret to successful bidding.
 

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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.

How do we do this?

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©

We designed this tool to capture all the elements of a winning bid in one elegant, 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 from the course content. These rules neatly encapsulate each module and 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

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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. This relies on delegates ‘buying in’ and agreeing to apply the principles we define for them.

The main elements of the second day are listed below. They are expansive subjects and cover many sub-topics, also listed.

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 the formal classroom part of the course to a close and allows the delegates to put what they have learned into practice.

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

Bespoke Bid Skills Courses for Teams

If you have a full bid team, and/or a group of individuals who significantly contribute to bids, that you would like trained, it will probably make sense to have a bid skills course tailored to your specific objectives. We regularly write and produce bespoke course content that blends elements from our generic open courses with material that is specific to your company. If required, we will deliver a course at your own location and spend time with you beforehand to ensure we are synchronising objectively and culturally with your organisation.

One of the clear benefits of this approach is that a bid team learns together and everybody speaks the same 'language'. When a team works in harmony they reach new heights. Running a bespoke bid skills course also makes financial sense as it is more economically efficient and delegates will retain more of what they learn.

A decision to run a course of this nature needs consideration and you may have quite a few questions; for example, do you want the course to focus on writing, management or the two combined? We will visit you and talk you through the entire process. There will be no charge for this and no selling to you. As a result of taking a Bid Perfect training course, your entire bid team will win more bids and tenders.

If you would like an initial conversation please call us on 0845 6000 281 or alternatively click here to send an enquiry and we'll get back to you.

Corporate Bid Training Programmes

Bid Perfect has designed an adaptable and comprehensive learning syllabus for bid personnel at all levels. Through a combination of formal courses, short extension workshops and e-learning, we train bid people to recognise winning strategies for bids and to be sustainably successful.

A full explanation of how we will train every stakeholder in your company to produce better bids is available on our Bid Academy page.

Alternatively if you want to book 1-5 people onto one of our open courses, please see available course dates below. Whatever your requirement, we can help. If you don't see what you need, please click here to get in touch or call 0845 6000 281

 

 


Open Course Training Dates and venues until December 2017

Please use the 'Get in Touch' to make an enquiry about our training courses. We offer discount packages for more than one delegate from a company.

A brief note on Bid Perfect's training course fees:

An investment in our training courses represents outstanding value for money. We know that if you look hard enough you will find someone offering bid 'training' for £49 - which means you get to sit for a couple of hours in a roomful of 50 other people, all struggling to take notes by leaning on the arms of their chairs. Our training fees include a hard-backed workbook, all course materials, plus lunch and refreshments. The workshops take place in professional conference venues, where you will have plenty of workspace, and they are delivered by two experienced and engaging trainers. There is a limit of 12 delegates per course, which ensures maximum attention, interaction and therefore understanding and retention of knowledge.

Sept. 20, 2017 - Sept. 21, 2017

Bid skills - open course

The ‘rules’ of a winning bid are the same regardless of the market. You have the sector expertise. Our job is to show you how to get your knowledge onto the page in the most persuasive way. 

Venue

Woking Surrey

Delegate Fee

785.00+VAT to include catering and course materials

Multiple Delegate Discount

20%

Taking bookings
Nov. 28, 2017 - Nov. 29, 2017

Bid skills - open course

The ‘rules’ of a winning bid are the same regardless of the market. You have the sector expertise. Our job is to show you how to get your knowledge onto the page in the most persuasive way. 

Venue

Woking Surrey

Delegate Fee

785.00+VAT to include catering and course materials

Multiple Delegate Discount

20%

Taking bookings

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