professional development courses

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Mastering the Strategic Tendering Process

With the public sector continuing to outsource its services at an increasing rate and increasing dependency on third parties in the private sector the expertise in running tenders has never been more critical. With recent media exposure of contract failure costing millions of pounds in compensation and damages to both a business and an individual’s reputation, the cost from making mistakes in the tendering process is exceptional.As a sales expert you will learn to engage with professional procurement functions during all aspects of the process increasing your chance of success in a tender. As a procurement, purchasing, buyer, contract manager or supply chain professional you will learn how to develop the techniques in your business ensuring high levels of confidence, integrity and success from all parties.

Turning 'Theory' into 'Practice'?

This course shows step by step how to run the tender process. By using fit-for-purpose tools, process, models and expertise you will be able to mitigate all aspects of risks and provide confidence, integrity and success in the process to all parties.This 2 day master class will provide practical skills and knowledge that you can apply in all aspects of the tendering and contract management process, reducing time costs and risk and increasing reputation confidence and integrity for you and your business.

Who should attend?

This course is designed for heads of functions and directors of companies wanting to win the tender process and retain more business with customers. Job titles may include: sales directors, procurement directors, sourcing speciallists, purchasing, contract and vendors managers and supply chain professional

Key areas to be covered in the programme and documentation

Key aspects of the pre-tender process
• Defining and specifying tender requirements
• Procurement and business engagement
• Demand management
• Budget approval process
• Protocols and governance
Case Study: Marketing and Print media
Global business with multiple suppliers and requirements across
individual stakeholders and regions. This complex core business
function needed multiple capabilities and skills to ensure a
successful tender that delivered successful results to the business

The tender stage
• Requests for information and requests for proposal (RFI/RFP)
• Effective ways of conducting market intelligence and due
• Financial modelling and total cost of ownership
• Key terms and conditions of the contract
• Benefit tracking methodology
Case study: Sergeant
A specialist aircraft engineering firm that manages large complex
aircraft maintenance and upgrade projects. Using information
provided delegates will work through this case study to
answer the tasks: How do you deal with the situation? Was this
foreseeable and could this have been avoided?

Post-tender stage
• Monitoring KPIs and SLAs
• Maintaining contract management
• Supplier Relationship Management
• Category management (outsourcing and offshoring)
Interactive role play
A World Class Global Company is considering the introduction
of change in the next 18 months to respond to world markets.
It is looking for initiatives and transformation that will position
itself as a world leader in its field. This role play will provide
delegates with a case study where they have an individual
and a team role to play

Important considerations when working on
the tendering process
• Applying appropriate skills and resources in the tender process or
in the management of contracts
• The use of incentives or penalties for driving performance or key
performance indicators for monitoring performance
• Clear roles and responsibilities in the process or during the
contract management stage
• Project plans or use of strategic tools in the assessment process
Case Study: A cautionary tale
This case study includes how a tender process must uncover
key weaknesses, engage stakeholders and agree detailed
specifications to avoid mistakes

Benefits to you

• Acquiring the essential step-by-step tendering methodology
• Delivering value for money, minimising risks and providing confidence in the selection and management of key vendors and contracts through the tendering process
• Learning how to manage key and strategic stakeholders
• Mastering all essential stages of end-to-end tendering process
• Getting effective pre-tender qualification tool-set
• Employing tips and tricks for final negotiations
• Extra benefit: Free book: “Cost cutting – a cultural shift to sustainable cost base reduction”

Companies already benefiting include:

Duration of Course

2 Day Course

Course details

This course is currently only available as an in-house option. For more information, and a quote, contact our team on +44 (0)20 3002 3057, or by email at

Looking to train larger teams in this subject?

dzingim@marcusevansuk.comTailored in-house/in-company training courses and bespoke strategy workshops designed and delivered on-site throughout Europe according to your specific requirements.

All management, personal development and project management public courses featured in our Course Directory are also delivered on an In-Company basis.

Click Here for information on how this course can be delivered for you as an In-Company Training Solution


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Further information

UK Enquiries: +44 (0) 203 002 3057

Non-UK Enquiries: +420 (0)2 5570 7246

North American Enquiries: +1 312 540 3000 X6714 or - Marketing Manager EMEA - Professional Training

UK Enquiries: +44 (0)20 7647 2383 :
European Enquiries: +420 (0)2 5570 7246 :


"This course will allow my company to develop its existing strategies to a much greater and hopefully profitable level."

Managing Director, Tarmac