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Bid and Tendering Management Leading to Contract



This course explores ways to conduct the procurement and sales business process to an organisation's advantage. It prepares delegates to manage the bidding, drafting and negotiation of contracts when gaining business from clients or when setting the terms with suppliers. The course also provides delegates with a clear understanding of best practice, which will enable businesses to minimise the risks of inefficient and poor commercial relationships.

Who should attend

This is a stimulating and practical course that has been designed for directors, senior executives and decision makers who want to understand how to maximise the competitive advantage to be gained from successful negotiation and tendering for contracts.

CPD Certified Courses

Developing the Procurement Function

  • The role of procurement
  • Roles and Team Development
  • Competency Framework
  • Professional Development
  • Ethics in Procurement


  • The importance of specifications
  • The use and involvement of experts: roles and responsibilities
  • Selection of tenderers and pre-qualification
  • Tender evaluation
  • Contract award and culture fit
  • EU procurement differences


  • Deciding to bid
  • Analysing the tender specification
  • Managing the bid
  • Understanding the work requirements
  • Developing and writing the bid
  • Allocating project resources and pricing
  • Producing and submitting the bid
  • Due diligence of potential client
  • Post audit

Negotiation Techniques

  • Successful negotiations
  • Preparation
  • Stages in Negotiation
  • Negotiations and knowing your end-point

Contract Maintenance & Relationship Management

  • Change management
  • Focussing on the client
  • Importance of the contract or the working relationship
  • KPIs
  • Service Level Agreements
  • Building trust



At the end of this course participants will be able to:

  • Develop and write bids
  • Use successful negotiation techniques
  • Understand how to effectively manage time
  • Draft legally binding contracts
  • Develop essential presentation skills
  • Plan and manage projects
  • Prepare and write winning proposals
  • Select and evaluate tenders
  • Bid and Tendering
  • Negotiation Skills
  • Procurement Management
  • Project Management
  • Time Management

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