Inquiry

The challenge for a business is to submit a tender or proposal that emphasises their strengths and added value benefits, and differentiates them from other applicants. Moreover, effective, informative and pursuasive writing skills can mean the difference between winning that tender or retaining an unhappy customer.

This course will provide participants with practical strategies and tools to ensure that the structure, content and presentation of their correspondence, tender or proposal will maximise the potential for success.

Course Content

Client Pursuit

Who will make the decision?
What do they think of us?
What perceptions do we need to change?
What would they value most?
Bid Strategy
What are the critical decision factors?
How can we create value?
What is the reason to choose us?

Bid Document

Have we answered the questions?
Is it summarised at every level?
Are problems tied to solutions?
Are features linked to benefits?
Is it obvious why we are the best choice?

Presentation

Start strong, end strong
Be human, show enthusiasm
Give insight, not information
Hold a conversation

Bid Management

Start early
Plan key checks and review
Develop standard process and templates
Commit enough skills, facilities and leadership time

Course Outcomes

Have an understanding of the aims and objectives of providing offers in written form.
Identify methods of using a written proposal to advance the sale.
Understand the different kinds of tenders and proposals and how to construct.
Produce a written proposal that is relevant to the invitation.
Improve the letter style for documents that sell.
Understand the best methods to follow-up the document.
Calculate the chance of tendering success.
Produce documents that sell the company and its products.
Establish procedures and templates that will continue to provide quality documentation.
Have a better understanding of the sale profitability.

Training Methods

By all means, bring your pencil case, and yes, there will be handouts, but there will be a lot more discourse, debate, improvisation, role play, technology, practice and group dynamics. The training will be conducted in a friendly, fun atmosphere, which not only allows for different learning styles, but respects each delegate as an individual and ensures each one is challenged and derives maximum benefit from the course. Our aim is that you will be highly stimulated and encouraged to rethink

Who should attend?

This course is suitable for anyone wishing to enhance their writing skills. This course is for anyone who regularly creates content and presents to audiences and wants to persuade an audience to invest in a product.