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1 day

What is this course about?
During this high-impact training course delegates are exposed to best practice in the development, preparation and presentation of proposals. The course takes the delegate through everything they need to know to produce effective proposals that ensure they win the business. The course covers preparation and planning through to presenting the bid and the post-proposal process.

The aim is to provide delegates with a focussed learning opportunity that will deliver an advance to the commercial management programme and in which the learning is immediately transferable to their working environment.

Key topics covered

  1. The commercial context
  2. The bidding process
  3. Special considerations for services
  4. Bidding to win
  5. Proposal planning
  6. Negotiating the right agreement
  7. Pricing
  8. Preparing the bid
  9. Presentation and post-proposal

Who would benefit?
Anyone who is responsible for preparing proposals on behalf of their organisation, either individually or as part of a team.

For delegates to gain an understanding of:

  • The entire proposal process and its commercial context
  • What is needed to effectively evaluate tenders
  • The bidding process and its associated risks
  • How to plan the proposal and assemble the best team to carry out the plan
  • How to negotiate the right agreement
  • The skills needed for presenting the proposal in a variety of ways
  • What is involved in the post-proposal briefing and how to use this forum to tackle issues that have arisen

Key topics covered

1. The commercial context

  • Competition
  • The procurement process
  • Tender evaluation

2. The bidding process

  • Process overview
  • AGISA model
  • Developing a selection process
  • Risk analysis and prioritisation

3. Special considerations for services

  • Differentiating services
  • Establishing the need
  • Clarifying the requirement
  • Relationship selling techniques

4. Bidding to win

  • Storyboarding
  • Clarifying the requirement
  • Relationship selling techniques
  • Playing the points game
  • Style templates

5. Proposal planning

  • Structure and content of proposals
  • Tiered response
  • Technical
  • Management
  • Commercial
  • Proposal team
  • Review and sign-off

6. Negotiating the right agreement

  • A negotiating exercise
  • The structure of negotiations
  • Building agreement
  • Making concessions
  • Top 10 negotiating errors

7. Pricing

  • Cost horizons
  • Direct costs
  • Risk costs and contingencies
  • Relationship of cost and price
  • Inflation and exchange risks
  • Open book costing

8. Preparing the bid

  • Contents of a good document
  • Signposting
  • Bid compliance
  • Buyer-friendly bidding

9. Presentation and post-proposal

  • Formal presentation
  • The team
  • Rehearsals
  • Presentation Techniques
  • Handling questions
  • Debriefing

In-company training

Are you interested in running this course for your team or organisation?

This programme can be delivered on a date of your choice and at a location of your choice, in other words exactly where and when you need it!

From the outset we will provide you with expert advice and you will be assigned your own personal training adviser who will stay with you throughout the process. Every team is different so we will provide you with a tailored training programme, designed around your team’s needs and focused on your desired outcomes.

All courses are followed up by a full training evaluation report and certificates of learning for each delegate. For groups of up to 12 delegates per course, our in-company training is a very cost-effective way to develop your people and improve team performance.

Get in touch today for a full quotation to suit your budget.To discuss your requirements in more detail with one of our friendly advisers please call on 0845 130 5714 or email one of the team at Alternatively you can complete the short contact form below.

Getting in Touch

If you would like to discuss your proposal preparation training requirements with someone on the phone, please call us on 0845 130 5714 and you will be put straight through to one of our friendly advisers who will be pleased to assist you further.

Alternatively if you would prefer you can email us at or fill out our simple online contact form below and one of the team will get straight back to you.

If the exact solution does not already exist in our portfolio we will design something specifically for you.