Preparing a Winning Tender Response  

Effective Techniques to Maximise your Prospects in Government Tenders
Tips for Getting onto a Panel and Winning Business Once You're There!
What makes this course unique?
  • Government procurement is unique. It is complicated and drawn out.
  • It almost always involves a formal tender or request for proposal  (even for members of panels)
  • It is completely different from the commercial sector
  • Government business is high value often with long contract terms - you cannot afford to put some half-hearted, hasty, response together in the last few days before a tender is due
  • During this course, we'll help you understand the tender process, and provide you with skills to help maximise your chances of success
Course outline

Panel contracts

  • Strategies for winning a place on panel contracts
  • Selling after you're on the panel - It's a ticket to the dance, not a guarantee of business
  • Responding to restricted tenders - Almost always a requirement, even for panel contracts
  • How to keep your place on the panel - If you don't win business, you might lose your place on the panel

Tenders

  • Tender qualification - make sure you understand the opportunity completely
  • The tender process in government - know your audience and understand the evaluation process
  • Executive summaries - not an afterthought, its your key selling document!  
  • Your value proposition - it may be quite different from the commercial sector
  • Writing your response - key tips on what's in and what's out
  • What if you lose? - all is not lost if you don't win

This comprehensive one-day course will focus on providing practical, detailed information to help you prepare successful responses for government tenders.  Because the group will be small, there’ll be plenty of opportunity for our presenters to address issues raised by all attendees. 

Throughout the course, presentations are balanced with practical activities and syndicate work to ensure that the program is practical, stimulating and useful.  We'll look at some sample tenders and discuss how to respond to specific issues within the tenders.

This course will be relevant for those responding to both state and Federal Government tenders.

Who should attend?
  • Sales professionals wanting to improve their tender preparation techniques
  • Bid managers responsible for putting tenders together
  • Senior managers responsible for managing tender responses
  • Account or business development managers who are new to the government ICT market
While there are no pre-requisites for the course, we will assume some knowledge of tendering, and of the government procurement process.  We will provide detailed information about issues that are specific to government purchasers. 
 Who will present the program?
Winning Tenders Program Director, Judy Hurditch
Judy's career spans senior roles in commonwealth and state government, in management consulting and in senior sales roles in the IT industry. Judy has an Executive MBA from the Australian Graduate School of Management and experience as a Board member.  Judy has significant industry experience in selling to government and a track record of successful delivery of training events.
Event details
  • Event Name: Winning Tenders in NSW Government
  • Date:  23rd September 2008
  • Time:  8.30am - 4.45pm
  • Venue:  Acacia 1 Room, Rydges Hotel, 54 McLaren St, North Sydney
  • Cost: $1500 per participant, $1250 for three or more registrations from the one company
For more information please contact us on 02 9955 9896.
All payments must be made in advance
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Substitution and Refund Policy
  1. You may substitute someone else in your place at any time up to the commencement of the course, provided you notify Intermedium of the substitution. 
  2. If you notify Intermedium of your inability to attend, and you are unable to nominate a substitute the following applies:
  3. Up to 5 working days before the course date, you will receive either a full refund of course fees or a credit to be used for another Intermedium course.
  4. Up to 2 working days before the course date, you will receive a credit to be used for another Intermedium course.
  5. In the last 2 days before the course no refund can be made.
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