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Bidding to Win: How to Write Tenders & Proposals That Beat The Competition (Without Cutting Prices)

Bidding to Win: How to Write Tenders & Proposals That Beat The Competition (Without Cutting Prices)

@ Edinburgh Chamber of Commerce 40 George Street EDINBURGH Midlothian EH2 2LE

21st January, 2020 09:30-16:30 Training 195.00-250.00
Learn the secrets about writing winning bids, proposals and tenders (without simply cutting prices) from someone who’s helped over 500 companies and been directly involved in tender wins amounting to over £950million. 
Course Outcomes

You will leave this course with answers to all your questions, including common ones such as:
  • Should I bid for this work?
  • How do I make it customer focused?
  • How do I sell at higher prices?
  • How should I manage the bid team?
  • How do I produce persuasive and professional-looking content?
  • What are win themes?
  • How do I beat the competition?
  • How do I make my tender process more efficient?
  • You will also gain free access to a valuable knowledge base of expertise, top tips and expert articles. 

Course Outline

This intensive one-day course will give you the tools and techniques you need to produce high-impact documents in a resource efficient way. You will learn how to access opportunities, how to increase your win rate, sell at higher prices and streamline your bid production process.

Whether you are an owner-manager or part of a large organisation, you will learn what is best for your business and learn from examples of what other companies submit.

Course Content
  • Motivation, Mindset and Procrastination – getting over the mental hurdles
  • Identifying Opportunities – public sector procurement (including  Public Contracts Scotland), private sector contracts
  • The Tender Process - Analysing the opportunity, bid and no bid decisions
  • Understanding the Customer - Customer types and what they like / hate, scoring mechanisms
  • Structuring a Customer Focused Document - Outline planning the document, win themes
  • Topping and Tailing - Executive summaries, appendices and CVs
  • Reviewing and Editing - Proofreading versus reviewing, knowing what to put in and what to leave out
Trainer Profie 

Anne Farr of Rothera Group.  Anne has trained people throughout the world ranging from multinational corporations to micros SMEs to third sector organisations.  Her NPS for training is an amazing 89, showing that participants find her courses hugely valuable.

“Thank you for your valuable training.  The day was interesting, engaging and by far the best course I’ve ever been on”.  Gail McPhail, Section Engineer, Foster Wheeler Energy

“Now I know what we SHOULD be writing, I understand why we lost everything last year” 
Colin Porteous, TSI Scotland, Energy and Environmental Consultant

Business Comment

Business Comment is the Edinburgh Chamber of Commerce’s bi-monthly magazine. It provides insight on Edinburgh’s vibrant business community, with features on the city’s key sectors, interviews with leading figures and news on new business developments in the capital.
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