CENTRAL COAST INDUSTRY Connect (CCIC), with support from the Federal Government Entrepreneurs’ Programme ran a workshop on “Tendering Essentials – Effective ways to win more business”.
It was held on the 22nd February at Ourimbah and was delivered by Shipley Asia Pacific, a global consulting firm with more than 45 years’ experience in helping companies large and small to secure more business.
Limited to 15 participants the spaces for the workshop were snapped up almost immediately on the release of the invitation to the event. All in all 16 people representing 13 organisations spent the day working with peers and expert facilitators to learn new skills and techniques to improve the capability and effectiveness in writing business proposals and responding to tenders or RFPs.
As an observer at the workshop Frank Sammut, Executive Officer of CCIC stated, “the attendees represented a diverse range of organisations that provided a variety of experiences and knowledge that was shared within the group. The two presenters from Shipley provided a great body of experience and technical knowledge that made for a great interactive and formative session” The workshop focused on making better decisions about which RFPs and tenders to respond to and how to go beyond the typical sales mentality of competing on price, to selling on value.
Focused on small and medium businesses the day’s activity provided ways to win more work by:
- Improving your ability to write compelling business proposals and tender responses
- Exploring why government and large organisations use RFPs and tenders • Understanding how tenders are evaluated and knowing why this matters
- Driving customer thinking toward your solution
- Maintaining profit margins by using various pricing strategies
- Better managing stress through planning and better time allocation
- Ensuring your bid reaches the shortlist by highlighting compliance with requirements.
Questions such as when do you say no to a tender offer and how you respond to the customer to make saying no a positive experience; understanding the buying team you are dealing with and their level of sophistication and developing compliance check lists and using these to optimise your proposals, were some of the things that were discussed.
Workshop attendees were provided with a copy of Shipley’s award winning Proposal Guide including best practice techniques built over the past 42 years and a soft copy of the templates to assist them in implementing the learning’s from the workshop The value of such a workshop is typically up to $1,000 per head, however the workshop was being provided free of charge through funding support from the Entrepreneurs’ Programme. It was a great opportunity for local businesses.
Shipley facilitators emphasize the use of best practices and practical tools to help companies compete and win business.
The workshop gave the group a better understanding of how to write tenders with greater impact, empathy, and a higher chance of winning.
The group will meet again in around three month’s time to check each other’s progress and continue to share their experience and knowledge and reinforce the
leanings they walked away with.