1. 1
Applied Training and Management Solutions
One day
“Great course, 100% of staff said that it would help them to retain and win more funding.”
Brendan O’Keefe
CEO Epic
T > 0845 053 3413
E > jump@leapfrogconsultancy.co.uk W > leapfrog consultancy.co.uk
Impact House , 37 Doverfield Road, London SW2 5NE
Winning new work-
proposals and negotiation

2. 2
Bidding for Statutory Contracts
A condensed version of our very popular two day course
One day course 9.40- 4.30
The course provides practical, ‘hands on’ training and information on tendering processes.
The training will also challenge your thinking on how to position your organisation to win
more funding. You will improve your ability to analyse funder’s requirements and gain a
competitive edge through providing value for money and added value.
Course Design
The course is participatory and practically based. It has been designed to enable individuals
to understand and profit from the current contract situation, tendering processes and
frameworks. It will increase delegate’s ability to achieve high scoring bids.
Financial requirements and approaches to delivering lower costs are considered.
Practical bid writing skills are developed to ensure that applications use evidence based
approaches which demonstrate a track record of deliverability. You will understand what
turns an assessor off and what impresses them. You will gain an understanding of how to
communicate key messages and demonstrate your competitive edge.
The tutor draws on his wide experience as a commissioner and service manager to indicate
areas of organisational development. He will draw out issues and strategies that make
organisations more fundable and provide a competitive edge.
Objectives
• To enable delegates to identify strategic and organisational issues that will improve
their organisations fundability
• provide understanding of the funders agenda in relation to value for money
• understanding of the tendering and commissioning process
• be able to position their organisations strategically to win contracts through a
partnership approach
• gain the practical skills to prepare applications
• be aware of and consider issues relating to assessing risk in bidding and using a
team approach when bidding

3. 3
• be aware of how to analyse questions and to develop a structured organisational
approach to a preparing answers
• to ensure that participants are made aware of a wide range of supporting materials
and web sites using the 75 page handbook (provided free).
Course outline
Core construct of bids
• Demonstrating the relationship between needs, your model of delivery and
outputs.
• Understanding a funding argument
• Using an evidence based approach
Building effective partnerships with funders, understanding what statutory funders are looking
for from partnerships - Partnership Group Exercise
• Utilising your partners to win bids now and in the future
Tea
Demonstrating value for money and added value
Intelligence gathering and analysis
• Identifying critical success factors and unique perceived benefits
• Understanding your funder and funding programme
• Understanding procurement codes and procedures
• Working with partners and stakeholders
• Analysing tender documentation
• Costing and pricing your bid
Lunch
The initial stages of a tender process, obtaining information, asking questions, building
relationships - Group exercise.
• Assessing risk
• Building a team to bid
• How to position your organisation to win if you have advance warning that the
contract is to be put out to tender
• Asking questions on the specification
• Preparing and positioning your organisation to win a contract
• The Freedom of Information Act and how to use this

4. 4
Writing skills
• Understanding how to reply to questions
• Demonstrating a systematic approach
• Demonstrating effectiveness
Tea
Writing Skills – group work
• Understanding the characteristics of a well written bid
• Improving readability
• Reviewing writing examples
Considering funder feedback on what make a good statutory bid