A professional andwinning approach to capture successfully large orders, tenders and bids.  Learn from start to finish – from buildingyour proposal to the client’s signature on your contract – what you need to do.

TargetGroup

Key Account Managers andSales Executives responsible for managing and developing large bids, tendersand quotations for key and large accounts.

Duration

A 2- to 3-Day program,with 6-8 contact hours per day.

Method

Highly participative andpractical setting utilizing case studies, tools, work groups and exercises.

ProgramObjectives

Make every proposal:

• Responsive and complete
• Meting the customers' expressed and implied needs
• A competitive price

Be able to craft salescontracts which:

• Correspond to international standards,
• Minimize the risks and liabilities to the supplier
• Insure (in so far as is possible) the timely payment ofall contract amounts.

Uponcompletion of this seminar workshop, participants will be able to:

• Produce uniformly high quality proposals, based onclassroom workshops and the use of a master or template proposal outline thatis provided with a variety of valuable tools.
• Produce sales contracts based on international standardsincluding the latest ICC model, based on a master template outline that isprovided.

Management will have abetter overview of and system to monitor the proposals and contracts, throughthe review of the documents, pricing, etc. that will be established as part ofthe workshop.

Course Content

• Order Capture Flow Chart
• Pre Bid Analysis: Bid / No Bid
• Detailed RFP Analysis: needs & wants, USPs, DMUs, VPs,tasks
• Program Design
• Statement of Work (SOW)
• Standard Proposal Template Executive Summary
• Negotiations & Contracting
• Contract "Musts" & Content
• Contract Management
• Action & Implementation