Write & Price to Win

Workshop Series

 

Overview:  

This course will provide you with the essential tools to write and price bids that will optimise your chances of winning and minimise your risk. The skills you will gain from this course will benefit your broader business development and business communication. The program will cover:

• Prepositioning for an opportunity – bids are won well before the bid goes in the ‘box’. Your chances of success are significantly increased if you take the time to understand your customer’s risks and seek opportunities to make unsolicited proposals.
• Making qualified bid/no bid decisions will ensure that you are targeting the right opportunities and have the capacity to deliver. It also ensures you are across the commercial requirements and understand the risks. 
• Tendering best practice – understanding the process, managing tender submissions, developing quality content for common tender questions and requirements. Through this process, your submissions will be well evidenced with benefits and value clearly articulated.
• Pricing strategy – this module will provide you with an understanding of the true cost of your service and drive profitable outcomes.
  

 Module 1: Prepositioning (Thursday 3 October, 10.30am - 12.30pm AEDT):

The often overlooked but most critical aspect in bidding: getting to know your customer.

• Rational v emotional decision-making
• The value of prepositioning
• Prepositioning in practice

Bid/No bid: de-risking the decision to bid

• Big picture considerations
• Capability
• Profitability
• History
• Your competition
• Contract terms and conditions.

Client bid types and evaluation processes: overview of the procurement process

• A ‘typical’ RFP – information they want back
• Tender evaluation methods

Module 2: Bidding & Writing Best Practice (Thursday 10 October, 10.30am - 12.30pm AEDT):

Scoring top marks for your written submission.

• Bid development process
• Bid management - setting up for success
• Writing plan and kick-off session
• Articulating a Relevant Skills response – selling your people
• Developing pen portraits (bios)
• Developing high-scoring CVs
• Relevant Experience & Track Record
• Selecting referees
• Management Systems
• Winning methodologies
• Broader Outcomes

Module 3: Pricing Strategy (Thursday 17 October, 10.30am - 12.30pm AEDT):

Best practice pricing and commercial management processes

• Base Price Model
• What data you need
• Cost of sale
• Direct labour costs
• Direct costs
• How to build up a rate
• Overheads
• Risk management
• Margin
• Review and analysis
• Bringing it all together

Meet the facilitator: Steve Martin, HeightPM

The course will be presented by Steve Martin from HeightPM. HeightPM specialises in tender writing and management, procurement consulting and sustainability strategy.

Steve spent the best part of 15 years in the recruitment industry working in a wide range of sectors from large scale temping solutions to technical and outsourced permanent recruitment. He held positions ranging from Recruitment Consultant and Branch Manager to National Sales Manager and Director of Strategic Customer Solutions.

As a member of the HeightPM team, Steve is assisting companies with growth strategy and tender management across a broad spectrum of opportunities from joining government panels to multi-million-dollar contracts. He is excited about the prospect of re-engaging with the recruitment industry and sharing perspectives gained in recent years.

Delivery:

• Online video workshops via Zoom
  

Pricing:

• Full 3 part program: RCSA Members: $695.00 AUD plus GST* ($1,390.00 AUD plus GST* for non-members)
• One module only: RCSA Members: $295.00 AUD plus GST* ($590.00 AUD plus GST* for non-members) per topic
•  *NZ Participants do not pay the GST

Booking Terms & Conditions

• Cancellations and/or refund requests for this event are governed by RCSA Booking Terms & Conditions
• Note:  there is a minimum number of enrolments required for the workshop to run. This page will be updated to indicate the workshop has been confirmed

For More Information:

RCSA Learning & Development
Members within Australia call 1300 727 504
Members within New Zealand call toll free + 0800 441 904
E: [email protected]