Advanced Certificate in Bid and Tender Management (ACBTM)

Traditionally delivered in classroom format, Innoverto and BMTG (UK) Ltd. have responded to client requests and have developed a modular online program which will cover the same subject matter but delivered virtually.

Successful delegates will receive the Advanced Certificate in Bid and Tender Management: ACBTMTM.

In the modern fast-paced commercial world where time and money are of the essence, there is high demand for the specialist skills and expertise required to run effective Bid and Tender Management processes. This intensive and interactive certified course provides delegates with the skills and expertise required in these areas to enable them to create real value for their organisations.

The Advanced Certificate in Bid and Tender Management (ACBTMTM) is designed to provide delegates with the ability to operate effectively in the modern demanding commercial environment and to position themselves as indispensable assets to their organisations during any Bid and Tender process.

The Advanced Certificate in Bid and Tender Management (ACBTMTM) looks at the Bid and Tender process from both a buyer and a supplier perspective, covering both the writing and issuing of Invitations to Tender and the writing and submitting of Bids in response. As value needs to be created on both sides of the equation for contracts to be successful, there will be an emphasis on understanding the market from both the buying and selling point of view, ensuring that needs are clearly specified in the ITT and that suppliers can meet these needs.

In addition to a detailed exploration of the bidding and tendering processes, the course includes sessions on vital soft skills such as communication, stakeholder management and persuasion. It will also discuss the challenges involved in the strategic yet practical development of sound, ethical working relationships and in the art of negotiation.

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Module 1
Introduction to bids and tendering

• What is Bidding and Tendering all about?
• What makes a good Invitation to Tender (ITT)?
• What makes a good Bid?
• Why is it important?

Module 2
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
• P2P (Purchase to Pay)

Module 3
Stakeholder Management

• Stakeholder mapping – who do we need to involve?
• Stakeholder analysis
• Involving the stakeholders
• Communicating with the stakeholders

Module 4
Identifying the need

• Business alignment and cross-functional working is key
• Baselining – where are we now, and where do we want to be?
• Gathering requirements
• Needs – not wants

Module 5
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

Module 6
Writing the specification

• From requirements to a specification
• What makes a good specification?
• What should and shouldn’t it include
• Output- and outcome-based specifications

Module 7
The tendering process

• The tendering process from A to Z
• Fairness and transparency – avoiding corruption in all its forms
• Awarding the contract – with an emphasis on value
• Giving feedback to the bidders

Module 8
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

Module 9
Understanding the sales cycle

• The sales lifecycle from A to Z
• Approaching the prospect
• Writing and presenting the bid
• Handling objections and closing the sale

Module 10
The bidding process

• The bidding process from A to Z
• To bid or not to bid – the bid /no-bid decision
• Writing, reviewing and submitting the bid
• Getting the response you want

Module 11
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
• It’s all about winning!

Module 12
Bid evaluation

• Longlisting and shortlisting
• Bid evaluation techniques – informal and formal
• Weighting and scoring – keep it simple!
• Looking for value – all the time

Module 13
e-tendering

• What is e-tendering and how does it work?
• E-auctions
• The E-RFx
• Responding to an e-tender

Module 14
Soft skills for procurement and bid-writing professionals

• Communication skills for bidding and tendering
• Persuasion as a key selling skill
• Engagement and motivation
• The art of negotiation

The program will include a series of group exercises, and case studies with a high level of delegate interaction.

ACBTMTM Examination – Only those who successfully complete the examination and participate effectively in the program case studies will receive the Advanced Certificate award.

• 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