This document outlines a bid and proposal management workshop aimed at improving participants' skills in writing effective proposals to win tenders. It covers various stages of bid management, strategies for assessing requirements, developing winning solutions, and presenting proposals. The workshop targets professionals involved in bid processes and includes interactive sessions, real-world examples, and actionable takeaways to enhance proposal success rates.

1. Bid & Proposal
Management Workshop
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Profesionals are NOT Born, they are MADE...We MAKE Them!

2. Do you want to handle
Bid Proposals like this?
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3. Or like this?
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4. What chances
are you taking?
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5. Learn the SECRETS
to creating
WINNING BIDS
 The key to winning proposals isn’t really magic. But as RFP
requirements become increasingly complex, and competition
stronger, an understanding of how to fully meet client requirements
& put together a Winning Solution to make your organization's
tenders stand out, and set them apart, from the competition- require
a more strategic approach and a game-changing shift in thinking.
Anyone involved in modern solution selling also needs to be an
expert proposal writer.
 A winning proposal is a genuine selling document and when used
properly could easily double the hit rate on the business one is
pursuing, substantially increase the margin on all the business that
is won, and bring existing and new clients back again and again.
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6. Objective
of the Program
 To enable participants to be taken through the Key Steps in Professional
Business Writing & Bid Proposal Skills right from effectively Uncovering
Needs/ Solutions, Articulating their Thoughts & Presenting the same
effectively in a written form.
 To be well equipped to be able to send better responses
 Resulting in Participants projecting the Right Image of the Company
over Competition
 Overall, you will learn, through real-world examples, how to bid smart
and develop processes that fit your company and the opportunity you
are working on. You will learn techniques on managing workflow, reduce
overtime, and improve well-being of yourself and your team. You will
also learn proposal development techniques for every stage of the
proposal process.
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7. What you can expect
in this Workshop
Stage 1: Importance of a Winning Proposal? WII-FM
-Different Bid Terms
-Understanding the various Stages of Bid & Proposal Management
-Understanding the Big Picture-The Buyer/ Supplier: Sequence of Events
Stage 2: Assessment- Making the Bid/ No Bid Decision?
-What you personally need to win a Bid- Attributes!
-Bid/ No Bid Questions
-Assessing the Bid- Checklist/Developing a Bid/ No Bid Questionnaire
-Go/ No Go Decision Process
-Bid Discipline Drivers
-Does this Bid have a Business Case?
Stage 3: Assessing & Analyzing the Requirement
-Handling RFP’s/ RFI’s & other Pre-Proposal Requirements
-How to read an RFP, Evaluation Criteria,
-Compliance Matrix
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8. What you can expect
in this Workshop
-Applying the C’s of Bid Management
-Effective Question Skills- Understanding needs?
-Looking for Pain Areas
-Building a Requirement Map
Stage 4: Developing a Winning Solution
-Matching Solutions to Pain Areas
-Differentiation Grid- How to stand out from the Competition?
-USP/ FAB/ WII-FM- What’s in it for me (the Client)?
-Your Solution to address one or more of 4 P’s or RITES: What customers want
Stage 5: Conducting a Pre-Proposal Review
-7 Questions to Answer
-The 5W-H Plan for Writing
-Creating Logic & Flow
-7 C’s of Quality in Proposal Management
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9. What you can expect
in this Workshop
Stage 6: Selecting your WINNING Proposal Strategy
-Basing your Strategies on Discriminators
-Analyzing Competition/ Doing a Comparison
Stage 7: What, Who & How: Thinking about tone and language BEFORE You Write
-Understanding various Audiences/ Readers
-A.F.T.E.R & the 5 rules of Communication
-The ABC Method: How to use your AFTER’S to SELL More!
-Benefits of the AFTER Approach
Stage 8: Organizing your thoughts/ ideas and preparing to write your proposal
Stage 9: Structuring the Proposal- Proposal Design
-Effective Executive Summaries & their importance
Stage 10: Designing an Attention Grabbing layout/ Design for your Proposal
-Handling Client mandated layouts
Stage 11: Writing a Great Proposal Cover Letter/ Winning Executive Summaries
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10. What you can expect
in this Workshop
Stage 12: Presenting your Proposal-First Impressions Count!
-Using the RAP Method:
-Results: What do you want to achieve? (Objective)
-Audience: What are they like?
-Preparation: After the 1st two
-People go by what they see, NOT hear: 7:38:55
-Powerful Opening/ Body/ Closes
Stage 13: Follow up- And the Winner is! Whether you win or lose- What next?
- Managing Proposal De-Briefings
Maintaining Checklists
Other Important Tips:
-Common Proposal Failures
-What it takes to Win!
-Managing your Team Effectively
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11. How the
Course Works!
 The approach used would be more of a SEE & REMEMBER,
along with DO & UNDERSTAND, using audio-visuals, several
Exercises/ Activities at each stage/ step.
 The Session would be a highly interactive workshop with a
number of Exercises & Activities including Recaps at end of
Modules/ Day
 During the course participants work on live examples making the
session realistic & practical. At the end of the program each of
them would take back an action plan that they could put to
immediate use- An Action Plan with a Mini-‘How to do Manual’
Developed!
 Attendees receive a detailed training workbook containing:
decision making tools; forms and checklists; and MUCH more...
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12. For Whom:
Who should attend
This Proposal Management Workshop is ideally suited for
personnel looking to improve their skills in responding to RFPs
and Tenders with professionally written and compelling
proposals. It will not only help improve RFP win rates, but will
also help win new clients and realize better margins…
Ideally for: Sales Professionals, Heads of Bids/ Proposals
Departments, Business Development Managers, Client
Servicing Managers, Proposal/ Bid Managers, Proposal
Writers, Proposal Coordinators, Contract Managers,
Consultants, Entrepreneurs, Business Owners, and any other
individual in charge of a tender/ bid request.
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13. Benefits of this Training…
Leading to ROI!
1. Increased Efficiency
Higher Conversions
Increased Revenue
Reduction in Errors
Reduced Customer Turnover
2. Increased Motivation, Satisfaction, & Morale, leading to
Reduction in Absenteeism
Reduction in Employee Turnover
3. More Professional Approach leading to
Enhancement of Company’s Image & Credibility
5. At end of Session an Action Plan with a Mini-‘How to do Manual’
Developed with Effective tools/ checklists that can be implemented
immediately
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14. About Us:
Who we are?
 Leaders in Corporate Training for over 15 years, we service
some of the topmost names in India, Middle East, Africa & SE
Asia (some names can be seen on our websites) and today
rank TOP on most search engines for most of our programs.
 Our HO is in India, with offices across 6 countries & clients all
across the Globe.
 All our programs listed below normally range from 1 to 5 days,
but as most of them are in-house tailored to the specific
needs of organisation, they vary.
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15. Our Other Trainings
Sales
 Professional Selling Skills for any Sector: Service/ Logistics/ Realty/
Insurance & Finance/ Media/ SPA’s, Health Clubs & Salons
 Key Account Management
 Retail Sales Training: Any Sector (Auto, Jewellery, Clothing, Luxury etc)
Customer Service
 Customer Service Skills
 Lifetime Value of Customers! (Effective Complaints Handling &
Customer Retention Skills)
 Professional Help Desk Skills
Debt Collection
 Professional Debt Prevention & Collection Skills
 Debt Collection Supervisory Skills
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16. Our Other Trainings
Leadership & Managerial Skills
 The Leadership Challenge!-Effective Managerial Skills
 Coaching Skills for Managers
Human Resources
 Certified Competency Mapping Assessor/ Facilitator
 Train-the-Trainer Program
Other Business & Professional Skills
 Business ‘Etiquette & Personal Grooming’
 Effective Dealer Management
 Effective Negotiation Skills
 Powerful Presentation Skills
 Effective Communication Skills
 Professional Business Proposal Writing Skills
 Problem Solving & Decision Making Skills
 Empowering Secretaries-The perfect PA! (For Secretaries & PA’s)
 Effective Time Management
 Teamwork & Teambuilding
 P.R.I.D.E- Personal Responsibility In Delivering Excellence
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17. You could see more details about us & what we do from the websites listed below:
Gerard Assey PhD; CMC; FInstSMM(UK)
Email: Training@Sales-Training.in, Training@SalesTrainingMiddleEast.com
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www.EtiquetteWorks.in
www.CollectionSkills.com
www.RetailSalesTraining.in
www.SalesTrainingIndia.com
www.ManualPreparation.com
www.TrainingWithPuppets.com
www.FirstContactAcademy.com
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Remember:
Professionals are NOT Born,
They are Made,We MAKE Them!!
The More they Train, the More you Gain!