Centre for Strategy and Communication Ltd
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This highly practical one-day Preparing tenders writing workshop will prepare you for all aspects of tendering to deliver services and developing fundraising proposals, with a particular emphasis on 'consultative selling' techniques. The seminar will also focus on maintaining good client/funder relationships once the contract/funding has been awarded.
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This is an in-depth, one-day course and the content and delivery of the programme is underpinned by first-hand experience in the tendering and proposal-writing business. The day will balance the theoretical and practical aspects of the subject, and participants will be involved in case study work, group discussion and self-reflection in order to encourage critical evaluation of different elements of preparing tenders and proposals. The course will cover:
Laying the groundwork
- what business are we in?
- what are our unique selling points?
- who is our competition?
- SWOT analysis
The Goldilocks place
- balance of ideas, people and price
The strategy and tactics of bidding
- key elements of bidding and how to apply them to specific situations
- reading the RFP - what do they really want and do we want to do it?
- consultative selling
Writing the Tender or proposal
- style and structure
- costing your proposal
- pitfalls to avoid
- countdown to submission
Presenting the proposal
- called to interview
- developing your presentation
- handling objections
- getting your messages across
- competing in the Beauty Parade
Building long term relationships after the contract
- relationship marketing
- building long-term partnerships with your customers
- overcoming problems
- value-added services
Group assignments, presentations, feedback and final discussion
A year of free support
This course takes place at the Centre's Central London training suite with easy access to mainline rail and tube stations and bus routes.
Who is this course for?
The course is aimed at those who are responsible for responding to invitations to tender, for preparing proposals, and for overall business development in your organisation. The Centre works with people from all sectors including the public sector, voluntary sector, corporate sector and private sector.
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