Practical Guide to Winning Government Tenders
SBI250220
Overview
Do you know: About 80% of government contracts are awarded to SMEs annually. This comprises about half of total government contract value. More than 40% of total contracts are won by companies with revenue of less than S$10 million.
The public sector (or government) is a key avenue for growth that SMEs and startups should consider if they want to expand and scale their business, locally and internationally. Often, many SMEs and startups have to forego this opportunity due to a lack of know-how, capabilities, resources or challenges navigating the tendering process.
In today's competitive bidding landscape where products and services are so comparable (particularly with the advent of cloud and AI), a compliant proposal is probably only good enough to stay in the game. To win a bid, your offer must be both compliant and persuasive - one that articulates and demonstrates the benefits and value to your client, and why you.
This half-day workshop will provide you with a concise and practical five key topics to maximise your Quality Score for tender evaluation and therefore, your chance of winning.
Event Detail
1. Understand how the government agencies evaluate and score tender proposals.
• Introduction to Price-Quality Method (“PQM”) – the main tender evaluation framework used by government agencies.
• Why delivering a quality proposal matters in winning.
• Walk-through of a case study illustrating how PQM works.
Why it matters:
Before we dive into the “how to” – it is crucial to understand how the public sector agencies evaluate and score tenders. Remember: Competitive proposals are scored, not read.
2. Identify bid opportunities with a high chance of winning with a bid/no-bid process.
• 7 Steps to establish the bid/no-bid process for your company.
• Key factors that influence your bid/no-bid process.
Why it matters:
Qualifying a bid opportunity is the first crucial step in winning. Unfortunately, this is often over-looked. Constantly chasing bids without prequalification results in more losing bids and creates a vicious cycle.
3. Identify potentially challenging RFP requirements and ways to mitigate the risks.
• Breakdown of a typical government tender – including the structure and purpose of each tender volume or document.
• Insight into common challenging requirements and ways to mitigate the risks.
Why it matters:
Be compliant. It is a common requirement that tenderers comply fully with the Conditions of Contract before being considered for the next stage of evaluation. Know what they are before they snowball into showstoppers.
4. Turn your compliant proposal into one that is persuasive and compelling to maximise your tender evaluation score.
• Step-by-step guide to craft your value propositions using benefits, features and proof-points.
• Examples of good and bad value propositions.
Why it matters:
Be persuasive and compelling. Articulate your value and benefits to maximise your Quality Score. There are no shortcuts, but it shouldn’t be complex either.
5. Learn how to stand out from your competition using differentiators and discriminators.
Why it matters:
Including value propositions in your proposal is important, but to truly stand out and win, you need to highlight your differentiators and discriminators. These are what set you apart from the competition in your written proposal.
Key Takeaways
In this half-day workshop, you will learn:
(1) How the Government evaluates and scores tenders using PQM (Price-Quality Method).
(2) How to identify and qualify bid opportunities that have a higher chance of winning.
(3) Know the key RFP requirements you need to comply and the potential risks.
(4) Practical guide to writing a compelling and persuasive proposal to maximise your tender evaluation score.
(5) Practical steps to differentiate your offer from the competition.
What This Workshop is Not About
• Not Industry-Specific: This workshop is applicable across various industries and sectors.
• Not a Writing Workshop: There are no writing exercises; instead, we will walk-through practical use cases to craft effective proposal messaging.
• No Experience Required: Whether you're new to public sector bidding or have prior experience, this workshop is designed for all levels.
WHO SHOULD ATTEND
Who Would Benefit
• Sales, business development, or bid/proposal managers who are responsible for bid capture, planning, and proposal management, and play a critical role in influencing the RFP win rate.
• Company stakeholders who contribute to RFP proposal responses for tender submissions.
NOTE:
<Special Promo> 10% discount for participants who join the workshop ”Fair Practices In Procurement & Tenders : Combat Bid-Rigging & Unethical Conducts"
SBF Member: $378 | Non-Member: $558
Minimum group size is required for a confirmed class. Should minimum group size not be met, we shall reserve the right to cancel/postponed the scheduled class before its commencement.