how to win tenders

Programme Content

Day One - Understanding Tenders

• Welcome and introductions
• Ice breaker activity and start up syndicate exercise (intent is to get two or three teams together to run their business over the length of the course)
• Understanding why organisations tender and what they want to achieve
• What happened to a business relationship?
• Understanding central and local government financial constraints and the rules of the game
• Understanding EU procurement and competition rules
• Reading and understanding the paperwork
• Picking the best opportunities for you and improving your win rateSetting up the tender as a project

Day Two - Prequalification and RFI's (requests for information)

• Group discussion of day one
• Why have a prequalification?
• Pitfalls and opportunities
• Using your team to answer a prequalification questionnaire

• The teams in their "companies" tackle a real questionnaire and the sessions are broken up with exercises and a quiz
• Expression of Interest (EOI)
• The attachments - what's needed?
• Health and safety
• Equal opportunities
• Accounts
• Case studies
• References
• Quality systems
• Sustainability and Environmental
• Evaluation of the prequalification - the scoring of them by the competition (the other team/s)
• What happens next?

Day Three - Writing an Invitation to Tender and Getting it Right

• Review previous two days and carrying forward the learning
• What if my prequalification was unsuccessful - what can I do?
• Do I need to consider working with someone else? i.e. consortia working and sub contracting
• The ITT documentation - what has to be there?
• Structuring your tender
• Evaluation exercise

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