1. Effective Bid and Tender Strategies
for Oil and Gas
18 – 20 June, 2014 | The Resource Space, Lagos, Nigeria.
This course is available for IN-HOUSE; For Further information, please contact: Tel: +234 8037202432, Email: petronomics@yahoo.com. Web: www.thepetronomics.com

2. OVERVIEW
Bid management is integral to generating revenue for businesses,
yet it is under-resourced, but of great demand to increase
success, given that several organizations in divers market obtain a
substantial portion of their business under competitive tendering.
The development of appropriate bidding strategies is a key aspect
of the overall planning in the global economy as businesses are
seeking to optimise operational processes. Producing multiple
winning bids within a time cap puts great pressure on bid
managers to achieve maximum results whilst operating with
minimal resources.
This three days programme will expose participants to expertise
in methods of overall procurement and tender results,
procurement effectiveness, tender efficiency/outcomes, vendor
sustainability, vendor communication, and steps for boosting the
corporate bottom lines.
LEARNING OBJECTIVE
At the end of this programme, participants will learn to;
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Achieve operational excellence and improve your
service to client
Review key principles in procurement, tendering and
bidding to alleviate your critical evaluation
Bow to write persuasively to influence clients
Develop effective communication strategies that enable
tendering excellence
Align supplier capabilities with organization needs
accurately
Implement winning tender packages for commercial
excellence
Manage vendor relationships, contracts and rights to
gain a competitive advantage
Oversee vendor management processes closely to avoid
any disputes and poor performance
PERFORMANCE FOCUS
Our programmes are significant investment for your workforce.
They are designed to fill identified industry knowledge gap and
provide hands-on applicable know-how that give participants a
deeper insights on their deliverables. The various modules are
cultured to encourage stakeholders to aspire the attainment of
operational efficiency along the business chain.
COURSE CONTENT
Examining the positions and differences in the
tendering process
•Qualifying process with feasibility study
•Evaluation: What do buyers want and what are their
primary targets?
•Identifying the key influencing factors on purchasing
a supplier
•Buying from the private and public sector Determining the differences
•Understanding key Procurement Rules and Type of
Contract that is applicable to the project
you are bidding for
•Acknowledging the supplier position in the supply
chain
Deploying and designing primary process of tendering
and bidding
•Understanding the various types of tendering
process
•Lining up the planning process - Is 3rd party needed?
•Avoiding overpromising situation while identifying
the right approach
•Selecting a team and managing a bid
•Crucial elements and documents to include in your
tender
•Defining a right technique and devising the right
evaluation criteria
Planning process, anticipating changes and decision
making strategy •Setting up a winning bid strategy
•Developing a quality tender process and
understanding key factors in ‘Decision to Bid’
•Overcoming a last minute change of strategy and
coping with the change
•Maximising your company and team experience
Buyer and supplier behavioural study in different
categories
•Analysing the mentality of industry and country
specific that are price-concerned
•Measuring, capturing, and retaining value
•Exploiting new market mentality and opportunity
Tips corner - Keeping focus on ‘How to Win’
•Pre-tender meeting
•Familiarising the evaluation process in terms of
quality and price
•Understanding the clients core needs and challenges
•How to link these challenges with solutions, backed
up with evidence
•Knowing where to sell and include this information
within the tender document
•Reducing conflicts, dispatching excellent team work
strategies and setting a good coordination with
project team
Improving on tender Writing Skills and Information
Mapping
•How to write persuasively to influence a buyer
•Paying attention to the key concept in Tender
Writing
•Key Client Centred Questions
•Achieving clarity
In-depth studying of the Key Contract Conditions and
successfully managing risks
•Understanding the key risks in the tender process
and
•Exercising contract monitoring via Key Performance
Indicators
•Key contract clauses to look out for
•Identifying key project deliverables
•Capturing the strategy of risk management and reevaluate your negotiation/pricing strategy
Target setup - Getting to grips with the detail of the
tender and project delivery
•Defining the scope of works and finding the angle to
win
•Monitoring the clarifications
•Pricing strategies and Pricing Evaluation techniques
•Setting priority requirements and filtering bids

3. •Attaining a better deal
•Performing due diligence
Absorbing the best tender presentation tips
•The final stage of the tender process can result in a
pitch in front of the client and other stakeholders
•Utilizing and embracing the law of attraction
•Confident builder
•Spotting the common mistakes in presentation
Implementing tender Surgery and conducting failure
analysis in post mortem
•Exploring weaknesses of previous tender and
improvising
•Rectifying mistakes that can swing the decisionmaking process unfavourably
•Setting up post mortem to analyse failure
WHO SHOULD ATTEND
•Heads of Department, Senior Managers, Managers and Team
Leaders responsible for:
•Bidding and Tender Evaluation
•Pre-Contracts and Contracts
•Commercial Projects
•Costing and Estimations
•Design and Engineering
•Operations and Maintenance
•QS (Quantity Surveying)
•Procurement Personnel
•Finance
CURRICULUM
During this interactive training, each delegate will learn greater
ways and methods of overall procurement and tender results,
procurement effectiveness, tender efficiency and outcomes,
vendor sustainability, vendor communication, and steps for
improved bottom lines, simple best practice on tender process
management, templates, white papers, lecture, and interactive
exercises.
DELIVERABLES
Our training programmes are exciting learning events. All
participants during the programme entitled to all course materials
and a certificate of participation. On a written request, we shall
furnish you with a detailed report summarising our perception of
participants’ strengths, areas for improvement and proposed
action plans within four weeks of concluding the course. Our
feedback process ensures your objectives are achieved by the
conclusion of our training process.
PROGRAMME FEE
The programme fee covers tuition, course materials. Payment is
due upon receipt of the invoice. Our cancellation policy applies.
N126,000.00 per participant
IN-HOUSE TRAINING
Petronomics Training can work with your organization to provide
the course to meet your budget at your convenience (time and
location) in the comfort of your working environment. This
collaborative effort, emphasize actionable learning, the application
of theory in practice and combine core business skills/technical
knowledge with dynamic leadership training.
If you would like to discuss possible collaboration in developing inhouse training, please contact on the details below.
REGISTRATION
To nominate a participant for this training, kindly forward the
details of your nominated participants, (i.e. name, email address,
telephone nos.) and stating the course your participant are
registered.
To nominate a participant for this training, kindly forward the
details of your nominated participants, (i.e. name, email address,
telephone nos.) and stating the course your participant are
registered.
Business Development Desk
Petronomics Training
Telephone:
234 1 8426905-6
0803 720 2432
+971556985290
Email: ayantola.victoria@thepetronomics.com
petronomics@yahoo.com
www.thepetronomics.com
ABOUT US
At Petronomics, energy expertise is our resource and inspiring
competence is what we enjoy. The application of knowledge in
driving innovation and ultimately possibilities is the catalyst that
steer a distinctive value proposition. Braced with visionary
advisory board, inspired/cultured workforce and experience
faculty, we provide superior intellectual resource pool that bridge
competency gap for industry operators. The benefits of our
expertise are accessible through learning programmes, research
and conference services; a blend that sets us as the preferred
pool, professionals approach to upgrade business skills
THE LEARNING APPROACH
In resourcing industry workforce competency, we develop skills
and experience that employer’s value by offering a comprehensive
range of flexible learning options to meet their learning and
development needs through a broad range of learning approach
that offers intensive and enjoyable experience to participants.
Participants benefit from lectures, case study analysis, group
discussion, workshop, and are also encouraged to learn from
other managers and professionals on their programme by sharing
ideas and experiences. We place a particular emphasis on group
work where participants’ real life situations are used as vehicles
for learning.
FACULTY
Key to our approach is the quality to the faculty members. Every
faculty member on our 20 member team is rigorously assessed
and contracted in line with our Standard Operating Procedure.
Each of them understands that they have to deliver training and
supporting documentation to the highest standard.
They
comprise of professionals with outstanding track records in their
area of specialty. Whilst they bring to bear several years of
hands-on experience in the industry, they are committed to
knowledge growth and have an understanding of the link between
strategy and knowledge capital.
LEARNING ENVIRONMENT
Our programmes are conducted in a decent and cozy
environment globally. We ensure that our participants are relaxed
to refresh in an ambience well conducive for inspiring and creative
brainstorming that accelerate the learning curve of individual
participants. In consolidation of our value chain, locations are
carefully considered using our five star QC indicator like security,
banquet facilities, accessibility and customer services. Our
programme team works with the facility staff to ensure a personal
and warm welcome to participants.