Bid & Proposal Management Skills Training
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The bid and proposal management workshop aims to equip participants with essential skills for creating winning proposals to improve their organization's success in tenders. It covers key steps in professional writing, assessing bid requirements, developing strategic solutions, and presenting proposals effectively. The interactive workshop includes practical exercises and offers a comprehensive action plan for immediate application, benefiting professionals involved in proposal writing and business development.
Bid & Proposal Management Skills Training
- 1. Bid & Proposal Management Workshop www.Sales-Training.in www.SalesTrainingMiddle East.com Profesionals are NOT Born, they are MADE...We MAKE Them!
- 2. Do you want to handle Bid Proposals like this? www.Sales-Training.in www.SalesTrainingMiddle East.com
- 4. What chances are you taking? www.Sales-Training.in www.SalesTrainingMiddle East.com
- 5. Learn the SECRETS to creating WINNING BIDS The key to winning proposals isn’t really magic. But as RFP requirements become increasingly complex, and competition stronger, an understanding of how to fully meet client requirements & put together a Winning Solution to make your organization's tenders stand out, and set them apart, from the competition- require a more strategic approach and a game-changing shift in thinking. Anyone involved in modern solution selling also needs to be an expert proposal writer. A winning proposal is a genuine selling document and when used properly could easily double the hit rate on the business one is pursuing, substantially increase the margin on all the business that is won, and bring existing and new clients back again and again. www.Sales-Training.in www.SalesTrainingMiddle East.com
- 6. Objective of the Program To enable participants to be taken through the Key Steps in Professional Business Writing & Bid Proposal Skills right from effectively Uncovering Needs/ Solutions, Articulating their Thoughts & Presenting the same effectively in a written form. To be well equipped to be able to send better responses Resulting in Participants projecting the Right Image of the Company over Competition Overall, you will learn, through real-world examples, how to bid smart and develop processes that fit your company and the opportunity you are working on. You will learn techniques on managing workflow, reduce overtime, and improve well-being of yourself and your team. You will also learn proposal development techniques for every stage of the proposal process. www.Sales-Training.in www.SalesTrainingMiddle East.com
- 7. What you can expect in this Workshop Stage 1: Importance of a Winning Proposal? WII-FM -Different Bid Terms -Understanding the various Stages of Bid & Proposal Management -Understanding the Big Picture-The Buyer/ Supplier: Sequence of Events Stage 2: Assessment- Making the Bid/ No Bid Decision? -What you personally need to win a Bid- Attributes! -Bid/ No Bid Questions -Assessing the Bid- Checklist/Developing a Bid/ No Bid Questionnaire -Go/ No Go Decision Process -Bid Discipline Drivers -Does this Bid have a Business Case? Stage 3: Assessing & Analyzing the Requirement -Handling RFP’s/ RFI’s & other Pre-Proposal Requirements -How to read an RFP, Evaluation Criteria, -Compliance Matrix www.Sales-Training.in www.SalesTrainingMiddle East.com
- 8. What you can expect in this Workshop -Applying the C’s of Bid Management -Effective Question Skills- Understanding needs? -Looking for Pain Areas -Building a Requirement Map Stage 4: Developing a Winning Solution -Matching Solutions to Pain Areas -Differentiation Grid- How to stand out from the Competition? -USP/ FAB/ WII-FM- What’s in it for me (the Client)? -Your Solution to address one or more of 4 P’s or RITES: What customers want Stage 5: Conducting a Pre-Proposal Review -7 Questions to Answer -The 5W-H Plan for Writing -Creating Logic & Flow -7 C’s of Quality in Proposal Management www.Sales-Training.in www.SalesTrainingMiddle East.com
- 9. What you can expect in this Workshop Stage 6: Selecting your WINNING Proposal Strategy -Basing your Strategies on Discriminators -Analyzing Competition/ Doing a Comparison Stage 7: What, Who & How: Thinking about tone and language BEFORE You Write -Understanding various Audiences/ Readers -A.F.T.E.R & the 5 rules of Communication -The ABC Method: How to use your AFTER’S to SELL More! -Benefits of the AFTER Approach Stage 8: Organizing your thoughts/ ideas and preparing to write your proposal Stage 9: Structuring the Proposal- Proposal Design -Effective Executive Summaries & their importance Stage 10: Designing an Attention Grabbing layout/ Design for your Proposal -Handling Client mandated layouts Stage 11: Writing a Great Proposal Cover Letter/ Winning Executive Summaries www.Sales-Training.in www.SalesTrainingMiddle East.com
- 10. What you can expect in this Workshop Stage 12: Presenting your Proposal-First Impressions Count! -Using the RAP Method: -Results: What do you want to achieve? (Objective) -Audience: What are they like? -Preparation: After the 1st two -People go by what they see, NOT hear: 7:38:55 -Powerful Opening/ Body/ Closes Stage 13: Follow up- And the Winner is! Whether you win or lose- What next? - Managing Proposal De-Briefings Maintaining Checklists Other Important Tips: -Common Proposal Failures -What it takes to Win! -Managing your Team Effectively www.Sales-Training.in www.SalesTrainingMiddle East.com
- 11. How the Course Works! The approach used would be more of a SEE & REMEMBER, along with DO & UNDERSTAND, using audio-visuals, several Exercises/ Activities at each stage/ step. The Session would be a highly interactive workshop with a number of Exercises & Activities including Recaps at end of Modules/ Day During the course participants work on live examples making the session realistic & practical. At the end of the program each of them would take back an action plan that they could put to immediate use- An Action Plan with a Mini-‘How to do Manual’ Developed! Attendees receive a detailed training workbook containing: decision making tools; forms and checklists; and MUCH more... www.Sales-Training.in www.SalesTrainingMiddle East.com
- 12. For Whom: Who should attend This Proposal Management Workshop is ideally suited for personnel looking to improve their skills in responding to RFPs and Tenders with professionally written and compelling proposals. It will not only help improve RFP win rates, but will also help win new clients and realize better margins… Ideally for: Sales Professionals, Heads of Bids/ Proposals Departments, Business Development Managers, Client Servicing Managers, Proposal/ Bid Managers, Proposal Writers, Proposal Coordinators, Contract Managers, Consultants, Entrepreneurs, Business Owners, and any other individual in charge of a tender/ bid request. www.Sales-Training.in www.SalesTrainingMiddle East.com
- 13. Benefits of this Training… Leading to ROI! 1. Increased Efficiency Higher Conversions Increased Revenue Reduction in Errors Reduced Customer Turnover 2. Increased Motivation, Satisfaction, & Morale, leading to Reduction in Absenteeism Reduction in Employee Turnover 3. More Professional Approach leading to Enhancement of Company’s Image & Credibility 5. At end of Session an Action Plan with a Mini-‘How to do Manual’ Developed with Effective tools/ checklists that can be implemented immediately www.Sales-Training.in www.SalesTrainingMiddle East.com
- 14. About Us: Who we are? Leaders in Corporate Training for over 15 years, we service some of the topmost names in India, Middle East, Africa & SE Asia (some names can be seen on our websites) and today rank TOP on most search engines for most of our programs. Our HO is in India, with offices across 6 countries & clients all across the Globe. All our programs listed below normally range from 1 to 5 days, but as most of them are in-house tailored to the specific needs of organisation, they vary. www.Sales-Training.in www.SalesTrainingMiddle East.com
- 15. Our Other Trainings Sales Professional Selling Skills for any Sector: Service/ Logistics/ Realty/ Insurance & Finance/ Media/ SPA’s, Health Clubs & Salons Key Account Management Retail Sales Training: Any Sector (Auto, Jewellery, Clothing, Luxury etc) Customer Service Customer Service Skills Lifetime Value of Customers! (Effective Complaints Handling & Customer Retention Skills) Professional Help Desk Skills Debt Collection Professional Debt Prevention & Collection Skills Debt Collection Supervisory Skills www.Sales-Training.in www.SalesTrainingMiddle East.com
- 16. Our Other Trainings Leadership & Managerial Skills The Leadership Challenge!-Effective Managerial Skills Coaching Skills for Managers Human Resources Certified Competency Mapping Assessor/ Facilitator Train-the-Trainer Program Other Business & Professional Skills Business ‘Etiquette & Personal Grooming’ Effective Dealer Management Effective Negotiation Skills Powerful Presentation Skills Effective Communication Skills Professional Business Proposal Writing Skills Problem Solving & Decision Making Skills Empowering Secretaries-The perfect PA! (For Secretaries & PA’s) Effective Time Management Teamwork & Teambuilding P.R.I.D.E- Personal Responsibility In Delivering Excellence www.Sales-Training.in www.SalesTrainingMiddle East.com
- 17. You could see more details about us & what we do from the websites listed below: Gerard Assey PhD; CMC; FInstSMM(UK) Email: [email protected], [email protected] www.Sales-Training.in www.EtiquetteWorks.in www.CollectionSkills.com www.RetailSalesTraining.in www.SalesTrainingIndia.com www.ManualPreparation.com www.TrainingWithPuppets.com www.FirstContactAcademy.com www.SalesTrainingMiddleEast.com www.Sales-Training.in www.SalesTrainingMiddle East.com Remember: Professionals are NOT Born, They are Made,We MAKE Them!! The More they Train, the More you Gain!