Knowing where to look, and when and how to reply to tender bids

• Understanding the tendering bid cycle for contracts and one-off business
• Assessing the benefits and risks a tender may present your organisation
• Accurately assessing client needs and the value in establishing a relationship early on
• Gauging your organisation’s ability to meet the tender requirements
• Exploring the possibility of joint ventures
• Implementing management systems to reduce response times
• Developing winning bid strategies
• Practical tips on getting through pre-qualification stages, while maintaining a strict alignment with the latest corporate governance guidelines
• Using tendering as a powerful vehicle with which to implement visible and effective good corporate governance

Establishing how to structure your tender response so that you are in a position to win even if yours is not the cheapest bid

• Choosing who should be involved in the tender bid compilation process and what information to include
• Writing focused and powerful bid proposals
• Value-for-money tactics to include in your bid
• Price structures, creative pricing and contract price adjustment
• Avoiding superfluous documentation
• Employing practical techniques to differentiate yourself from the competition
• Successfully using references and examples
• Checking procedures to ensure documents are properly compiled
• Understanding the non-price measures purchasers to evaluate tender bids (merit systems etc)
• The future of tendering - a look at the latest developments in tendering including e-tendering

Ensure that your bid has the best possible chance of success by following through after your bid has been submitted

• Know what post-submission actions are necessary and acceptable
• Post-bid negotiations – applying key negotiating skills to ensure your bid remains profitable
• Recourse should your bid be rejected

Although rare, there are instances where fraud in the bidding process may cause you to lose a tender. Find out how you can identify when this has happened and what your next steps should be

• Assessing the possibility of fraud should your bid be rejected
• Identifying the key indicators of fraud from the bidder’s perspective
• Who do you turn to?

Addressing the concerns that prevent small to medium-sized companies from entering the tender market

• What to consider when you are a smaller enterprise
• How to submit a value-for-money proposal when bidding against larger organisations
• Understanding and adhering to tender legal requirements and stipulations
• Traps for the unwary!

Presenting your tender bid successfully and using your dynamic presentation skills as a further selling point

• Understanding why the tender presentation is so important
• Getting organised - focus on the parts of your tender where your competitive advantage lies
• Deciding on what mediums to use - flipcharts, audio visual, microphone, computers etc
• Body language, mannerisms, voice projection, keeping your audience's attention
• Anticipating and answering questions
• Ending your presentation on a winning note

Ensuring you understand and adhere to the legislation regulating the tender process

• Basic legal regulations for tendering:
  Contract, offer and acceptance
  Agent and agency
  Default and non-compliance
  Defects, negligence and lateness
• Government tendering guidelines - the "10-point plan"
• Ensuring you are aware of the current tender regulations affecting small, medium-and micro-sized enterprises

Winning a government tender is big business - ensure you have the advantage by attending this session

• Examining the differences between and implications of submitting tenders to;
  Central government
  Provincial government
  Municipal and local government
  Parastatal organisations
• Understanding:
  The Green Paper on Public Sector Procurement Reform in South Africa and subsequent legislation
  The Preferential Procurement policy Framework Act
  The Preferential Procurement Regulations
• Incorporating targeted procurement into your tendering strategy
• Implications of these regulations on you as a bidder
• Basic requirements for government tenders – required forms and certificates
• Grievance procedures through the public sector