Course Contents

Introduction to bids and tendering What makes a good Invitation to Tender (ITT) What makes a good Bid? Why is it important? Understanding the procurement cycle The procurement lifecycle from A to Z It all starts here – identifying the need and writing the specification Strategic Sourcing – key to choosing the right supplier Contract Management – managing the right contract with the right supplier P2P (Purchase to Pay) Identifying the need and writing the specification Needs – not wants Baselining – where are we now, and where do we want to be? Business alignment and cross-functional working is key Involving the stakeholders The art of gathering requirements What makes a good specification? Markets, customers and suppliers Analysing markets – Porter’s Five Forces and other tools How do buyers look at suppliers? How do suppliers look at customers? Finding the match – the right supplier for the right customer? The tendering process The tendering process from A to Z Fairness and transparency – avoiding corruption in all its forms Writing the tender documents Publishing the opportunity and attracting suppliers Handling queries in a fair and open way Opening and evaluating the bids Awarding the contract – with an emphasis on value Giving feedback to the bidders E-tendering – how to make it work effectively Putting together the Invitation to Tender (ITT) What’s in a name – ITT, RFP, RFQ and PQQ explained Who does what? – good organisation is key to success Contents of a good ITT Starting with the end in mind – good evaluation criteria The difference between selection criteria and award criteria Understanding the sales cycle The sales lifecycle from A to Z Identifying opportunities – prospecting Approaching the prospect Writing and presenting the bid Handling objections Closing the sale Following up

The bidding process The bidding process from A to Z Identifying opportunities – where to look Involving the stakeholders – forming the bid team To bid or not to bid – the bid /no-bid decision Pricing and cost estimation – the need to make a profit Reading and understanding the tender documents Writing, reviewing and submitting the bid Getting the response Challenging the response – if you think there’s a problem Getting feedback about your bid Putting together the bid What’s in a name – is this an ITT, or a PQQ, or something else? Who does what? – good organisation is key to success Contents of a good bid Starting with the end in mind – how will my bid be evaluated? The critical need to do exactly as the ITT asks It’s all about winning! Bid evaluation Longlisting and shortlisting Does the bid read well and make sense? Bid evaluation techniques – informal and formal Weighting and scoring – keep it simple! Looking for value – all the time Recommendation and approval Contract management After contract award comes implementation What makes a good contract? The contract management lifecycle Working together – practical aspects of contract and supplier management Managing risk and encouraging innovation Soft skills for procurement and bid-writing professionals Communication skills for bidding and tendering Stakeholder management Persuasion as a key selling skill The art of negotiation The ACBTM™ program will include a series of group exercise and case studies with a high level of delegate interaction. ACBTM™ Examination * * Only those who successfully pass the 50 question ACBTM Assessment and also participate effectively in the course and case studies will receive the Advanced Certificate in Bid and Tender Management (ACBTM™)

 

Benefits of Attending

By attending this Course you will be equipped with the skills to:

• Understand what bidding and tendering is all about
• Ascertain real needs, document requirements and write specifications
• Analyse the supply markets using a number of tools
• Identify potential suppliers and potential customers
• Understand how to tender and how to bid
• Know what makes both a good ITT (Invitation to Tender) and a good bid
• Know the rules, regulations and guidelines to follow in bidding and tendering
• Publish tenders that can attract and appoint the best supplier
• Distinguish your bids from the competition – for the right reasons
• Write winning bids – bids that win more contracts
• Manage contracts for increased value
• Reduce risks and foster innovation in the supply chain
• Avoid corruption in all its forms
• Improve your communication, stakeholder management and negotiation skills

*Successful delegates will receive the Advanced Certificate in Bid and Tender Management: ACBTM™ which is certified, through independent assessment and accreditation, by the International Federation of Purchasing and Supply Management (IFPSM) PAS Standard

Who Should Attend this ACBTM™ Course?

• Procurement Directors / Procurement Managers
• Buyers / Senior Buyers
• Supplier Managers / Supply Chain Consultants
• Sales Directors / Sales Managers
• Business Development Managers /Client Managers
• Technical Sales Managers / Bid Team Leaders
• Business Owners / Executive Directors / Managing Directors / General Managers
• Operations Directors /Operations Managers
• Finance Directors / Finance Managers
• Project Directors / Project Managers /Project Engineers
• PLUS anyone else who is interested in ensuring that the bid and tender process works well in their organisation – matching the right suppliers to the right customers and ensuring value is created on both sides.

 

Trainers

Meet your training course director: John Atkinson FITOL

John’s corporate experience spans some 30 years including Head of Group & Global Procurement for Focus Wickes plc. where he was responsible for the full creation and implementation of global sourcing initiatives, supplier/vendor management and commercial contract negotiation. John has also held senior roles within Barclays Bank corporate and led a wide and diverse range of teams, both locally and globally.

John is a Fellow of the Institute of Training and Occupational Learning and also a Certified Instructor in delivering emotional intelligence training. John has wide international experience, including: Kuwait, Iraq, Qatar, KDR, China, Germany, France, Sweden, Malaysia & West Africa. Organisations that John has worked with include: KNPC, Petronas, Shell, Total, Lafarge, Nigeria LNG, The United Nations, Zain Corporation, Maybank & Sinopec.

As a consultant and trainer for the last 11 years John is passionate about delivery, and utilises his career expertise to ensure that clients receive leading edge training results, enabling delegates to understand not only the subject matter, but also the application and usage to add value both to their role and within the wider organisational environment

 

Meet your training course director: Karl Brookes, B.Sc, M.Sc FITOL

Karl is a Fellow of the Institute of Training and Occupational Learning (ITOL) and has more than 20 years of experience in developing and delivering procurement projects and strategies that change behaviours and achieve corporate objectives.

Graduating in Politics and Sociology from the University of Salford, Karl joined the Civil Service, before working in Sales and Marketing for prestigious clients such as the UK Civil Service, Barclays, DHL and British Telecom. Returning to education, he gained a Masters from Manchester Metropolitan University, and was elected to help run the Students’ Union.

In addition to being a Guest Lecturer at the prestigious Business School of University of Central Lancashire, Karl has written articles on various topics including, financial and energy consumer rights, developing property and even how to avoid a Repetitive Strain Injury.

A skilled leader and deliverer of transformational strategies, Karl is adept at working effectively with employees at all levels in different sizes of organisations. As a trusted ‘safe pair of hands’ in a crisis, Karl has built up many years experience, coaching and delivering training in these and other key corporate areas such as:

• Understanding Procurement Processes and the Sales Cycle
• Writing Winning Bids
• Fleet Management, Resource Management and Utility Management
• Communications, Crisis & Change Delivery
• Emotional Intelligence, ISO Implementation, Media Relations, Marketing
• ⦁ Private Finance Initiative (PPP), Project Management Techniques e.g. Prince 2 and; Management Skills Development

 

Meet your training course director: Steve Mallaband BSc (Hons) CEng MIET FITOL

Steve is a highly experienced procurement professional and a Fellow of the Institute of Training and Occupational Learning (ITOL). Steve has over 20 years experience holding senior positions with several large organisations both in the UK and abroad. During his career he has bought a large variety of goods and services in an international context, and has been actively involved in both writing tenders and preparing bids. For the last 7 years he has provided training and consultancy to public and private sector clients around the globe on a wide range of topics. He is a knowledgeable, interesting and entertaining presenter who is able to draw on his wealth of practical experience to excellent effect.

 

Meet your training course director: Ros Howard BSc (Hons) PGCE FITOL

Ros is a professional business trainer and a Fellow of the Institute of Training and Occupational Learning (ITOL). Ros has a rich and varied career in industry and education. She believes that excellence in communication and other “soft skills” is vital for business success, and has a real passion for instilling learning in others. For the last 10 years she has provided training, coaching and consultancy to a variety of clients in many different countries and from many different organisations. She is a dynamic and inspiring presenter who, having taught English as a Foreign Language, is particularly sensitive to the needs of the non-native English speakers.

Steve and Ros deliver together to deliver the Advanced Certificate in Bid and Tender Management (ACBTMtm), offering you the best of both worlds – a very experienced procurement practitioner backed by an expert in communication and soft skills.

 

Meet your training course director: Paul Jackson, BSC MICM MCIPS

Paul Jackson is an accomplished Supply Chain professional and training consultant with significant expertise in the area of procurement, Supply Chain Management, inventory and warehousing management, sustainability and supplier development. Paul has consistently delivered commercial benefits and training across a range of private and public sector markets and has positively influenced large blue chip organisations such as BAE Systems, ChevronTexaco, and Teliasonera as well as Public Sector and numerous SME clients. His ability to deliver projects on time and budget, run operational facilities and train teams makes him an ideal project trainer and mentor.

Paul is an enthusiastic team player and is equally comfortable working within a team as he is leading from the front or coaching from the classroom. He has exceptional change management skills and has the experience and personality to lead large teams successfully through periods of transition. He has run a number of businesses over the years, managed office and warehousing operations, run production plants, and operated datacentres, as well as managing contracts to support the facilities and operational management activities associated within the organisation. He is also an experienced overseas operator having undertaken projects in many diverse locations including countries such as Kazakhstan, Nigeria, Angola, Indonesia, China, Japan and Saudi Arabia.

Paul is an articulate communicator with well developed project delivery, contract negotiation and presentation skills. He manages projects with an enviable ease and engages people with a coaching philosophy which focuses on motivation, mentoring and development. He also runs and manages end-to-end Supply Chain audits, feasibility studies and compliance assessments to help drive effective change and identify strategic opportunities and risk. Furthermore, Paul was for a number of years a successful business manager with a warehousing and logistics organisation and approached all aspects of his work with a heavy focus on the improvement of profit through cost reduction, development of markets in locations such as India and China, and through the improvement of skills in the workforce.

Paul is a MCIPS, BTEC and IACCM trainer in Procurement, Supply Chain Management, Negotiation and Inventory Management and lead author of “the Sustainable Business” published in early 2013, lead-author of “101 Tools of Procurement and Supply Chain Management” and co-author of Practical Procurement second edition. He has also published articles in a number of different journals including Supply Management, IPSCM. Intend and Marine Trader. He is a Prince 2 qualified project manager, a Six Sigma Green belt, and has UK National Security Clearance.

 

Meet your training course director: Andrew Neilson F.C.I.P.S. (Chartered) F.C.I.L.T.

Andrew is a professionally qualified and award-winning procurement and supply chain executive. He has led and developed procurement and supply chain functions within leading UK based, globally reaching organisations including in country management across the Americas and the Far East. He was elected as a Fellow of the Chartered Institute of Purchasing and Supply in 2016 followed closely by becoming a Fellow of the Chartered Institute of Logistics and Transport in 2017.

Andrew has now taken all of his experience into providing expertise to clients / businesses of any size with end to end procurement, supply chain and logistics training / consultancy services on a global basis. Training is delivered to all types of organisations both publicly and on-site/in-house on Supplier Relationship Management, Category Management, Negotiation, Contract Development, Operations Management, Customer Relationship Management and Inventory Management plus anything you need within an end to end Supply Chain.

• Achieved Chartered status of the Chartered Institute of Procurement and Supply 2019
• Elected as a Fellow of the Chartered Institute of Logistics and Transport 2017
• Elected as a Fellow of the Chartered Institute of Procurement and Supply 2016
• Nominated for National Travel Buyer of the Year 2012
• Winner of Chartered Institute of Procurement and Supply – Best Purchasing Initiative 2008
• Finalist - European Supply Chain Excellence Awards – Individual Contribution to Supply Chain within the EU 2008
• Finalist - European Supply Chain Excellence Awards - Sourcing & Procurement 2008

 

MEET YOUR TRAINING COURSE DIRECTOR:
Patrick Woods
BSc, CPSM, CPSD, C.P.M., CPIM

Patrick is an international training consultant and adjunct professor, specializing in Business Administration, Project Management, Management Development, Supply Chain, Logistics and Procurement.

He brings 36 years of experience working in Senior Management positions for Fortune 100 corporations and based on his leadership of a multi-national team for Emerson Worldwide, a global technology and manufacturing company, was recognized by the CEO as the: “team of the year”. For the past 20 years, as the Founder of Supply Chain Education, Patrick has worked with over 300 firms based in 30 countries located primarily in the USA, the Middle East, Africa and Central America.

In collaboration with Missouri State University, USA, Patrick has delivered training which includes: leadership fundamentals, how to move from a tactical cost function to a strategic profit function and risk/cost management. His delivery style is: “Edutainment” where he blends best practices with a gentle dab of humor and as a result, he has won outstanding evaluations from major manufacturing to service to government organizations, including to NGOs in warn-torn countries. He divides his time between the USA (Texas) and Central America (Costa Rica).