Tendering for Business – Training Workshop

This programme will show small to medium-sized enterprises (SMEs) on how to win government contracts by using market information to build and benefit from relationships with buyers and collaborators.

Did you know…

• The Global Procurement market is worth $13 Trillion, the European market is worth €2.1Trillion and the All-Ireland market ‘just’ €13 Billion.

• Less than 10% of businesses compete for government contracts

• 25% of tenders receive just 1 proposal!!

Suitable Participants for Tendering for Business – Training Workshop

Tenders are largely the preserve of Business to Government and Business to Business sectors – it’s not for everyone. Retail or consumer focussed businesses are unlikely to find many opportunities to make their investments worthwhile. For other businesses, they may just be operating in sectors where tendering is not common (e.g. gym management software). For others, they just be unwilling to make the necessary commitments within their business to be successful.

Suitable clients are those with:

• A product or service valued by governments and businesses who tender.

• An appreciation for standardised sales processes; and

• A willingness to go on the ‘tender journey’ that is to invest in a business transformation

Learning Objectives for Workshop

Training is tailored to meet the needs of the training cohort – however we envisage covering the following

• Increase Tender Knowledge

• Improve your bid library by testing the content in competitions and identifying gaps

• Write proposals which are of reasonable quality and capture the feedback.

• Build and Streamline Tender Process

• Find, qualify and compete for suitable tenders

• Accurately measure of win/loss ratio

• Initiate and increase supply chain collaboration

• Measure and optimise on cost of competing in tender process

• Measure revenue increase through tender participation

• Provide guidance on market entry strategies

Content for Tendering for Business – Training Workshop

Training is typically organised according to the following topics. These vary in terms of depth and emphasis to suit the needs of the cohort:

1. How tendering works

2. Debunking tendering myths

3. Finding and Qualifying tenders

4. When to bid and when not to

5. Pre-bidding strategies including relationship management

6. How to find contracts that are the right size for you

7. The bid/no bid decision.

8. How buyers buy

9. Everything about collaboration and where to find collaborators

10. Getting a competitive edge

11. Writing better proposals

12. building your proposal content library

13. Improving performance based on competition outcomes

14. Debriefs and challenging outcomes

About the Trainer Tony Corrigan is Founder/ CEO of Orbidal, whose technology drives cost out of bidding. His published primary research from 3,000 tenders is increasing technology adoption and advancing the professionalism amongst bid managers globally.

He has over 27 years-experience working in large multi-nationals, SMEs and start-up organisations such as IBM, Intel, Nebula Technologies and KOMINO. He has worked as a  procurement consultant since 2004 for both buyers and suppliers in Ireland and abroad. Tony is passionate about increasing SME participation in public sector tendering and more importantly increasing the number of tenders that they win.