Introduction to Bidding and Tendering

The Institution of Engineering and Technology - IET
Course summary
Length: 1 day
Price: 649 GBP excl. VAT
Location: Bristol, London
Next available date: 29/11/2017 - London

Course Description

IET Courses

Introduction to Bidding and Tendering - 1-day classroom course

This is one day training course offered by IET in several locations across the UK. The course is structured mainly to provide delegates with practical suggestions on how they and their businesses should approach the bidding process in order to maximise their resource utilisation and success rates as well as gain an appreciation of the bidding and tendering process

The prime objectives of this course are to provide delegates with an approach to  identify genuine  opportunities, highlight  discriminators through win themes and value propositions  and to structure and develop bid activities within a business unit ensuring  that resource is utilised appropriately and efficiently. Delegates are challenged to focus upon each specific opportunity to improve the win rate. 

On successful completion of the course delegates will be able to:

  • Recognise the key issues to be considered and evaluated at each stage of the bidding and tendering process;
  • Gain a better understanding of their relevance and how they can be practically applied. Specifically the delegate will have a better understanding of the importance of singling out winning opportunities;
  • Identify and develop a consistent and coherent approach to proposal writing;
  • Acquire an understanding of the terminology, technical and procedural issues pertaining to the initial stages of an acquisition programme and be more commercially aware and able to target their resource where it may have the best outcome.

From the course participants perspective they will benefit professionally from the knowledge which has been shared to become more focussed in establishing genuine opportunities that bring real utility to the company. From the organisation's perspective it gains personnel who can recognise the strengths the organisation can bring to meet the specific needs of its potential customers. Importantly the organisation should be enabled to optimise its resource on targeted requirements.

This course can also be offered in the in-house/company specific format for groups of participants.

Suitability - Who should attend?

This classroom course is principally aimed at:

  • Business development staff;
  • Engineering, project and other staff who are involved in the development and writing of bids and tenders;
  • Managers involved in the development of company strategy and goals.

Training Course Content

This Introduction to Bidding and Tendering course covers the following topics:

Pre-bid activity

  • Opportunities
  • Know your customer
  • Know your own business
  • The process - expressions of interest, pre-qualification questionnaires, ITTs

Bidding process

  • Tender documentation
  • Competitive/non-competitive
  • EU public procurement regulations
  • Standstill period - Alcatel ruling
  • Iterative tendering

Issues with bidding overseas

  • Currency issues
  • Letters of credit
  • Banking guarantees
  • Business ethics
  • Offset/industrial participation

Legal elements of offer and acceptance

  • Legal elements of bidding and tendering –
  • Non-compliance
  • Customer changes
  • Proposal review

Bid proposal phase

  • The importance of a bid go/no go review
  • Value propositions
  • The creation of internal and external teams
  • Structuring the response
  • Identifying win themes
  • Capture planning
  • Project planning
  • Estimating
  • Contractual and financial issues intellectual property
  • Internal bid review and approval processes


The cost of this course is £649 + VAT. Early bird discounts and member prices can apply.
Contact the IET for details.

This course can also be delivered in-house,
Contact the IET for more information if you wish to arrange this course on your premises.

Provider: The Institution of Engineering and Technology - IET

The Institution of Engineering and Technology - Professional Development Courses

The IET (Institution of Engineering and Technology) offers industry recognised professional training courses in a range of areas starting from business & management, mentoring to project management and PRINCE2. The courses can be offered in the form of classroom based...

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