Secrets to WINNING BIDS! @ Delhi, Mumbai, Blr & Hyd

Bid & Proposal Management Workshop

www.Sales-Training.inwww.SalesTrainingMiddle East.com

Profesionals are NOT Born, they are MADE...We MAKE Them!

Do you want to handle Bid Proposals like this?


Or like this?


What chances are you taking?


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.


From RFP to WINNING BIDS!

Understand & Manage a Bid- Accurately, Clearly & Effectively!

Also- Get a Professional Certificate added to your Credentials

From an RFP to a Winning Solution- this 2 Day Bid & Proposal Management Skills Session will not only help improve your RFP Win Rates, but will also help you win New clients & realize better margins.


Now at:Delhi, Mumbai & B’lore & Hyderabad

Delhi: 3rd/4th Nov 2016 Mumbai: 15th/16th Nov 2016

Bangalore: 22nd/ 23rd Nov 2016Hyderabad: 24th/25th Nov 2016

RUSH! Limited Seats! REGISTRATIONS CLOSE 10 days prior to program


How to Register Fee: Rs. 12,900+ 15% Service Tax (per participant) (Service Tax No: AACPA7271MST001)

Fee includes: 2 Day Session, Lunch, Tea, Course Workbook & Certificate Group Discount of 10% for 3 or more from same organization Early Bird Discount of 10% for payment before 8th Oct’16 Timings: 9.30 am to 5.30 pm Cheque/ DD favoring ‘COLLECTION SKILLS’ payable at Chennai & sent to: COLLECTION SKILLS - 19/18 Palli Arasan Street, Anna Nagar East, Chennai- 600102 Or through Bank Transfer to ICICI Bank, R.H. Road, Mylapore, Chennai (A/c no: 602205040345 RTGS/ NEFT/IFSC Code: ICIC0006022 Sorry! No Spot Registrations! BOOKINGS CONFIRMED ONLY ON PAYMENT RECEIPT


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.


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 EventsStage 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



-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 wantStage 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



Stage 6: Selecting your WINNING Proposal Strategy -Basing your Strategies on Discriminators -Analyzing Competition/ Doing a ComparisonStage 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 proposalStage 9: Structuring the Proposal- Proposal Design -Effective & Winning Executive Summaries & their importanceStage 10: Designing an Attention Grabbing layout/ Design for your Proposal -Handling Client mandated layoutsStage 11: Writing a Great Proposal Cover Letter/ Winning Executive Summaries



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-BriefingsMaintaining Checklists Other Important Tips: -Common Proposal Failures -What it takes to Win! -Managing your Team Effectively


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...


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, Pre-Sales Professionals, Solution Architects, Heads of Bids/ Proposals/ Capture 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.


Benefits of this Training… Leading to ROI!

1. Increased Efficiency Higher Conversions/ Higher WIN Rates! Increased Revenue Reduction in Errors Reduced Customer Turnover 2. Increased Motivation, Satisfaction, & Morale, leading to Reduction in Absenteeism Reduction in Employee Turnover3. More Professional Approach leading to Enhancement of Company’s Image & Credibility Professional Certificate added to your Credentials5. At end of Session an Action Plan with a Mini-‘How to do Manual’

Developed with Effective tools/ checklists that can be implemented immediately


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.


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 SkillsDebt Collection Professional Debt Prevention & Collection Skills Debt Collection Supervisory Skills


Our Other TrainingsLeadership & Managerial Skills The Leadership Challenge!-Effective Managerial Skills Coaching Skills for ManagersHuman Resources Certified Competency Mapping Assessor/ Facilitator Train-the-Trainer ProgramOther Business & Professional Skills Business ‘Etiquette & Personal Grooming’ Effective Dealer Management Effective Negotiation Skills Powerful Presentation Skills Effective Communication Skills Professional Business Proposal Writing Skills Bid & Proposal Management 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


You could see more details about us & what we do from the websites listed below:

Gerard Assey PhD; CMC; FInstSMM(UK)

Email: [email protected], [email protected] www.Sales-Training.inwww.EtiquetteWorks.in

www.CollectionSkills.comwww.RetailSalesTraining.in

www.SalesTrainingIndia.comwww.ManualPreparation.com

www.TrainingWithPuppets.comwww.FirstContactAcademy.com

www.SalesTrainingMiddleEast.com


Remember: Professionals are NOT Born,

They are Made, We MAKE Them!!The More they Train, the More you Gain!

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