7House have devised specific tender management training courses that assist both bid and operational teams in further understanding and delivering on winning bids.
Whilst each course is bespoke, we focus on the following core areas:
*Reviewing the tender vs the strategy
*Preparation for bid and the process
*Post win focus and resourcing structure
Our approach towards the training includes:
· Recognising that commercial skills are different to
technical subject matter and project management skills
· That these skills can sometimes come with experience,
but often have to be learnt and refined
· Good technical skills and project management skills may
win a tender on their own, but at what commercial
impact to the business?
· Different commercial skills and challenging techniques
are required for each stage of the process.
Typical sessions:
Strategy v's the public sector process
· OJEU process
· Types of bid out there
· Check points
· Opportunities to "sell" i.e. before the bid
Understanding why less is more/ know your limits
· What is qualification
· When do I need to do it
· What questions do I need to ask
· Qualification Techniques - SCOTSMAN etc
· Levels of qualification
- Corporate
- Financial
- Delivery
Filling in the PQQ and ITT - no sales spin?
· There are always opportunities to
put your business in
its best light
· Individual words are important
· Who is reading it?
· "Cut and paste" is easy route to failure
Finance for bid managers
· Internal hurdle rates - keeping the FD happy
· The financial model
· What to put in, what to leave out?
· 1% off the price in a 3% margin business is a
33%
reduction in margin!
· No business went bust for lack of profits! Cash is
king
Stakeholder management
· Customers
· Banks
· Shareholders
· Unions
· Internal team
