Leading the business

Winning bids and tenders

This intense programme will equip you to produce high-quality winning bids using a mix of practical exercises and traditional learning methods.

2 days

Members: £995 + VAT
Non-members: £1,215 + VAT

Course Location & Date
Winning bids and tenders

N/A

Members:
£995.00 Plus vat
Non Members:
£1,215.00 Plus vat

Summary

This intense programme will equip you to produce high-quality winning bids using a mix of practical exercises and traditional learning methods.

In today’s competitive environment responding to bids and tenders is no longer solely the domain of the marketing department: all staff get involved in developing bids in response to tenders. 

From a customer’s perspective, the key question that must be addressed in a tender response is: why choose you?

This course will enable you to manage all aspects of a bid proposal effectively and demonstrate your organisation’s unique selling points.

Who should attend?

This two-day programme is suitable for engineers and non-engineers at all levels.

How will I benefit?

After the course you will be able to: 

• Establish the key customer requirements and activities (including evaluation criteria)
• Outline solutions or ideas to meet the customer requirements
• Establish the competitive position utilising SWOT and PESTLE analysis
• Conduct effective bid/no bid reviews
• Develop high-level win themes and discriminators
• Structure and write proposals
• Conduct reviews
• Manage bids
Contributes 14 CPD hours

Very useful course. Well paced and good examples. Knowledgable tutor and good group discussion. Would recommend to others.

Andrew Patterson, NCC

Key topics

• Understanding of the stages of proposal development
• What makes a winning bid?
• The derivation of customers’ most important requirements (MIRs)
• Developing an outline solution 
• Constructing and using a MIRs vs. characteristic grid to develop a winning solution
• Situational analysis exercise using SWOT and PESTLE 
• The importance of win themes
• Derivation and ranking of key win themes
• Derivation and ranking of key discriminators
• Structuring a winning proposal response
• The importance of an executive summary
• The need for reviews
• Managing the bid process
• The role of the bid manager, proposal manager and others
• Navigating customer requirements (RFPs, ITTs, PQQs, BAFOs)

Mapped against UK- SPEC competencies: A, B and C

  1. Knowledge and understanding - For Chartered Engineers: ‘Use a combination of general and specialist engineering knowledge and understanding to optimize the application of existing and emerging technology’ For Incorporated Engineers: ‘Use a combination of general and specialist mechanical engineering knowledge and understanding to apply existing and emerging technology’
  2. Design and development of processes, systems, services and products - For Chartered Engineers: ‘Apply appropriate theoretical and practical methods to the analysis and solution of mechanical engineering problems’ For Incorporated Engineers ‘Apply appropriate theoretical and practical methods to design, develop, manufacture, construct commission, operate, maintain, decommission and re-cycle mechanical engineering processes, systems, services and products’
  3. Responsibility, management or leadership - For Incorporated and Chartered Engineers: 'Provide Technical and commercial leadership’

We offer in house training

Tell us your team's CPD needs and we'll come to you with a specialised training programme, customised for your engineering sector.
Contact our advisors if you need help finding the most appropriate training for your team.

Share:

At a glance

  • Duration:
    2 days
  • CPD Hours:
    14
  • Accredited:
    no
  • UK-Spec:
    A, B, C

Need some help?

Contact us if you have any questions about our training courses.

Terms & conditions of booking IMechE training

Enquire now

Online learning

Learn at your own pace and location of your choice with one of our eLearning options.

eLearning collection

Online qualifications

Free webinars

Related courses

  • 2 day course

    Consultative selling skills

    We have developed this course to improve your understanding of clients’ needs and motivations, and your ability to add value to their organisation.

  • 2 day course

    Negotiation skills

    We have designed this programme for you to learn new tools and techniques to negotiate in a variety of internal and external scenarios.

  • 2 day course

    Commercialising innovation

    Improve your innovation potential with this comprehensive course.