Whether your organisation is seeking better prices or services from its suppliers, or contracting out and outsourcing areas of activity, effective tender/RFP preparation is a way of assessing what a competitive marketplace can offer. Effective tendering techniques are now being employed by organisations as a way of ensuring that they are contracting with the suppliers that have the best prices and levels of service.
Key Learning Outcomes
Reduce the effort, time and costs involved in preparing and evaluating supplier proposals
Understand how to write and advertise a tender/RFP
Learn how to prepare tenders/RFPs that solicit better and more competitive bids
Analyse best practices for filtering and rejecting proposals
Develop an elimination and ranking criteria within your organisation, for suppliers
Grasp techniques for actively managing and measuring supplier performance
Incorporate effective proposal evaluation models and criteria
Define performance terms to guarantee effective delivery and minimise costs
Improve the services provided by your suppliers through effective negotiation skills
Who should attend?
Supply Chain Managers
Heads of Department
Introduction to procurement
The big picture of procurement
Total Cost of Ownership (TCO)
Developing your sourcing strategy
Examining the tender/RFP process as a concept and its significance and place in the procurement and project management process
Defining your objectives, scope and boundaries
Examining the relationship framework
Can this process itself be outsourced?
How to prepare budgets and identify purchasing authorities
Planning and staffing requirements for procurement projects
How to reduce effort, time and costs
Analysis of the reasons why tenders/ RFPs can fail to deliver
Understanding the professional tender/RFP process
Exploring the various stages of the purchasing process:
Expressions of interest
Requests for information
How to use the RFI conference and/or briefings
RFP closure process
How to assign the right staff and professionals
Techniques for goods/services analysis
Writing and advertising the tender/RFP
Writing the proposal and specifications to attract high quality bids
How prescriptive should your specifications be?
The role of performance based specifications
How to apply TCO
Ensuring the design of your contract captures all of your objectives and expectations
Tailoring your contract to guarantee the terms and outcomes meet your needs
Incorporating performance measures into your contract
The pre-qualification process - when to use it
Examining the sign-off and approval process
Analysis of the role of the sponsor and user group in the tender/RFP process
How to develop your business case before the approval meeting
What techniques are available for streamlining the approval process?
Successful techniques for how to plan and staff the evaluation team
How to be objective and fair when assessing tenders/RFPs
Developing effective evaluation models for the tender/RFP process
What are the most effective evaluation methodologies available?
Effective techniques for filtering tenders/RFPs to reduce effort while increasing effectiveness
Best practice techniques for documenting evaluation models
Best practice procedures for rejecting proposals
How to rank and shortlist tenders/RFPs
Designing benchmark criteria to evaluate expressions of interest and bids
Establishing a review panel: Who should be involved?
How to assess minimum conformity to process when evaluating tenders/RFPs