Advanced Certificate in Bid and Tender Management (ACBTM™)

COURSE CONTENTS

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.

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