Proposal Preparation Training

Proposal Preparation Training

Overview

A highly practical programme for all those involved in ITT/RFQ evaluation and bid preparation, including contracts/commercial staff, project teams and engineers.

Training objectives

This course will help the participants to:

  • Make bid decisions that align with corporate strategy
  • Appreciate the importance of understanding the customer’s requirements and decision-making processes and creating an offer that reflects them
  • Become better at using the bid as a selling opportunity to promote strengths, unique selling points and what differentiates you from the competition
  • Manage the bidding process effectively
  • Minimise risk and better reflect the bargaining position of the parties
  • Identify profit opportunities
  • Present the bid to best effect so that it is a legal document, a selling document and user-friendly
  • Win more business

Audience

This is an ideal programme for all staff involved in bid preparation, including:

  • Bid teams
  • Commercial and contracts specialists
  • Project managers and engineers

Format

An inter-active two-day course with a strong emphasis on practical exercises. The ratio of formal instruction to discussion and practical exercises will depend on the level of experience of the participants.

If required, a one-day version of this programme can be provided instead, although the learning would be significantly diminished without so much emphasis on the exercises.

Special features

For maximum benefit from the course, we recommend that the trainer be given access to sample contracts and live projects on which to base the case studies and practical exercises.

Course outline

1 To bid or not to bid

  • Inward-looking:

– What are your objectives in winning new work?
– Does this project fit your strategy?
– Do you have the resources and time to bid?
– Do you have the capability / capacity to complete the contract if won?

  • Outward-looking:

– What are the customer’s objectives / priorities in awarding the project?
– What are the customer’s decision criteria for placing the work?
– What are their views on price and options?
– How would your proposal match what the customer wants?
– How does your offer compare to the customer’s Best Realistic Alternative or to the competition’s offering?

  • Bid / no-bid review exercise

– Alignment with the customer
– Differentiation from the competition

2 The bidding process

  • Logistics

– The team: roles and responsibilities
– Review process: red team reviews / checking and approval process
– Time allocation: to prepare a professional bid with adequate time for reviews and re-work, if necessary

  • Reviewing an invitation to tender / Request for quotation (ITT/RFQ): Issues log / Dependency log
  • Risk assessment: Risk register
  • Cost build-up:

– Storyboarding
– Work breakdown structure
– Financing costs / exchange rate / inflation
– Firm price or fixed price, at set date economic conditions plus VOP (variation of price formula)
– Spend profile v payment plan
– Contingencies

  • Bus Shelter exercise

3 Bid documentation

  • The proposal as a legal document
  • Good house-keeping practices to make it user-friendly
  • Answering the 'exam' question
  • Offering alternatives / options: innovative ideas, value engineering, de-scoping, etc
  • Package deals: indivisible v 'cherry picking'
  • Confidentiality / copyright
  • Clarity: exclusions / assumptions / caveats
  • Consistency / order of precedence
  • Disclaimers

4 The proposal as a selling document

  • Presenting content, based on facts of your bargaining position and not preconceived ideas
  • Reflecting customer’s objectives and priorities in how your offering is presented
  • Reflecting your bargaining position with customer’s best realistic alternative in price offered and amount of risk (liability) taken on
  • Use of Executive Summary to sell: justify why you are the best option for customer; the 'win-win'; better than competitors
  • Pricing strategy: discounting, de-scoping and / or reducing liabilities / risks; need to justify any discounts given, eg, early payment discounts, economies of scale, etc
  • Price negotiation facilitation exercise
  • Drafting an Executive Summary

5 Different contracting relationships

  • Enabling or framework agreements
  • Order: set contract
  • Sole supplier / preferred supplier status
  • Partnering or strategic alliance: genuine or lip service?
  • Teaming agreements

Registration Details

Course Fee:
Single Nomination:
USD 500/- OR INR 20000/-

Avail Special Discounts Avail Special Discounts Avail Special Discounts Avail Special Discounts
5% Discount for Early Bird Registrations (15 Days in advance to the program date) 5% Discount on Task force of 4 to 7 10% Discount on task Force of 8 and above 10% discount applicable to BA/PMP/CSBA/IREB/CSTE / CSQA/CISSP/CFPS/CSPM/CAPM /CISA/ Qualified Professionals, IIBA/PMI /SEG /CII/SPIN /CSI and NASSCOM Members

NOTE: Only one discount option is applicable at any time

Course Dates, Venue & Timings:

Sl.No. State City Batch1-Date Batch1-Date Batch2-Date Batch2-Date Batch3-Date Batch3-Date Batch4-Date Batch4-Date Venue Contact
01 AP Hyderabad 1-Oct'12 5-oct'12 15-Oct'12 19-Oct'12 17-Sept’12 21-Sept’12 8-Oct’12 12-Oct’12 Flat 617,Annapurna block,Aditya enclave,Ameerpet,hyderabad-500016 Jason-91-40-64568797
02 Delhi Delhi/Gurgaon/Noida 29-Sept’12 30-Sept’12 27-Oct’12 28-Oct’12 24-Nov’12 25-Nov’12 22-Dec’12 23-Dec’12 Paharpur Business Centre & Software Technology Incubator Park21, Nehru Place Greens,New Delhi - 110019 Arun : 9810 328046
03 Karnataka Bangalore - - 8-Oct’12 9-Oct’12 3-Nov’12 4-Nov’12 1-Dec’12 2-Dec’12 DBS House 26, Cunningham Road ,Opp Indian Express Building, Bangalore - 560 052 Sundar Raj
04 Maharashtra Mumbai - - 15-Sept’12 16-Sept’12 13-Oct’12 14-Oct’12 17-Nov’12 18-Nov’12 DBS Heritage,Prescot Road,Opp. Cathedral Sr. School,Fort, Mumbai 400001. DBS Heritage (From Airport instruct the car / cab driver to drive to Fort, Fashion Street. It’s near Siddharth College, Budha Bhavan. Also there are schools like J. P. Pettit School & Cathedral Sr. School Mr.Vasudev
05 Maharashtra Pune - - 6-Oct’12 7-Oct’12 30-Oct’12 31-Oct’12 29-Nov’12 30-Nov’12 Level-5, Tech Park-1, Airport Road, Yerwada, Pune - 411 006, India Mr.Manish
06 Tamilnadu Chennai 22-Sept’12 23-Sept’12 15-Oct’12 16-Oct’12 10-Nov’12 11-Nov’12 8-Dec’12 9-Dec’12 DBS House 31A, Cathedral Garden Rd ,Between Hotel Palmgrove and Valluvarkottam Nugambakkam,Chennai - 600034 Mr.Solomon
07 Westbengal Kolkata - - - - 29-Sept'12 30-Sept'12 30-Oct'12 31-Oct'12 DBS House 10/2, Hungerford Street,Opp. Exit Gate of Saturday Club,Kolkata - 700017 Mr.Sandeep
08 Kerala Trivandrum - - - - 29-Sept'12 30-Sept'12 30-Oct'12 31-Oct'12 DBS center Mr.Manoj
09 Kerala Cochin - - - - 29-Sept'12 30-Sept'12 30-Oct'12 31-Oct'12 ThomasMount ,ICTA Building,Changampuzha Nagar P.O.,Cochin- 682 033 Mr.Manoj: 9995881093
10 Tamilnadu Coimbatore - - - - 29-Sept'12 30-Sept'12 30-Oct'12 31-Oct'12 DBS Center Mr.Balaji
11 Maharashtra NAGPUR - - - - 29-Sept'12 30-Sept'12 30-Oct'12 31-Oct'12 DBS House Mr.Yogesh -9890952752
12 Gujarat Ahmedabad - - - - 29-Sept'12 30-Sept'12 30-Oct'12 31-Oct'12 Aakruti Complex,Nr. Stadium Cross Road, Navrangpura,Ahmedabad-380009, Gujarat, INDIA Mr.Alok
13 Africa Johannesburg 29-dec'12 31-dec'12 - - - - - - 8,Waldorf2,Center Road, Morning Side, 2196.Johannesburg,Africa Mr.Kamanbedu:074 725 1511, 083 277 3399
14 Brazil São Paulo 26-JUN'12 28-JUN'12 - - - - - - Rua Rosa e Silva, No. 137, Apt - 4,Santa Cecilia,São Paulo, Brazil. CEP - 01230-020 Mr.Abhishek Ph - (55) - (11) - 87154930
15 Philippines Manila 24-JUL'12 26-JUL'12 - - - - - - Makati ,Philippines Mr.Sandeep : (+63)-917-872-3931
16 Nepal Khatmandu 28-AUG'12 30-AUG'12 - - - - - - Khatmandu Mr.ARun
17 Republic of Mauritius mauritius 25-SEPT'12 27-SEPT'12 - - - - - - mauritius Mr.ARun
18 Srilanka Colombo 1-Aug'12 3-Aug'12 - - - - - - Colombo,Srilanka Ms.Buddhini :94755108941
19 Canada Toronto 23-OCT'12 25-OCT'12 - - - - - - 203 Royal Appian Cres, Concord ON 14K513 Mrs.Vala Ph.4169391252
20 USA Boston 19-Aug'12 20-Aug'12 - - - - - - Boston,USA Mr.Gaurav
21 UK London 21-DEC'12 23-DEC'12 - - - - - - London,UK Mr. Savio -0044-7933 100 393
22 USA California 28-Aug'12 31-Aug'12 - - - - - - 12128 Skylark Rd Clarksburg MD 20871 California ,USA Mr.Prashanth Ph : 001 - 240-257-2624
23 Bangladesh Dhaka 27-NOV'12 29-NOV'12 - - - - - - Dhaka Mr.Arun
24 Georgia Tiblisi 6-Jul'12 9-Jul'12 - - - - - - TIBLISI,Georgia Mr.Abata
25 Honkong Honkong 27-NOV'12 29-NOV'12 - - - - - - Honkong Mr.Peter
26 SAUDIARABIA RIYADH 28-aug'12 30-aug'12 - - - - - - RIYADH Mr.Sultan: 00 966 550 256 962
27 USA North Carolina 16-Aug'12 17-Aug'12 - - - - - - North Carolina ,USA Mr.Pradeep Ph : 001 (202) 649 0837
28 USA Virginia 19-Aug'12 21-Aug'12 - - - - - - Richmond ,VA ,USA MR.Munawar Ph : 001 (703) 300 7460

Kindly Book online by Credit card : https://www.acteva.com/booking.cfm?bevaID=186652


Please do online transfer :

Name : Spectramind Solutions
Current Account # : 425010200004404
Bank : Axis bank ,Hyderabad-500073, ANDHRA PRADESH,INDIA
IFSC Code :UTIB0000425


Contact Details:

Mr. Vijay Bhaskar Reddy

Mobile: 0 94400 89341

Phone: 040-6456 8797

Register Online: moc.snoitulosdnimartceps|ofni#moc.snoitulosdnimartceps|ofni
Email: ni.oc.oohay|pmpaqscyajiV#ni.oc.oohay|pmpaqscyajiV

Yahoo chat : Vijaycsqapmp
Google chat/Skype chat/AOL chat/ICQ chat : tiptopten2000
Hotmail/Live chat / Rediff chat : tiptopten

http://spectramindsolutions.com


Unless otherwise stated, the content of this page is licensed under Creative Commons Attribution-ShareAlike 3.0 License