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BID MANAGEMENT & TENDER TRAINING

We also provide one-on-one mentoring to buyers and suppliers on request.

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Write Better Bids

One of the best ways for suppliers of goods and services to expand their level of business, it is to understand how best to frame their responses after receiving an invitation to tender from a private or public sector organisation. Better bids significantly improve the chances of suppliers winning more contracts. This is especially true with regards to public procurement contests which follow a formal, structured process with strict criteria for qualification and award, and are typically more complicated and difficult to understand. This principle forms the basis for our bid management and tender training programmes.

Understand Bid Management Best Practices

The Keystone Procurement bid management and tender training programmes have been developed to help procurement and sales teams in all kinds of businesses, whether small and medium enterprises (SMEs) or larger organisations. We enhance the delegates relevant skills for this area and build their confidence so they can bid competitively for contracts with both private and public sector buyers. As a result, our bid management and tender training programmes encompass all fundamental principles that suppliers have to know to maximise their chances of winning an increased number of contracts for goods and services.

Grow Your Business

The bid management and tender training we provide to suppliers covers topics from developing a commercial strategy for building relationships with prospective customers, to developing a clear bid strategy, writing winning tenders, and using consortiums or other partnerships to increase tendering opportunities and thereby revenue. Armed with the knowledge gained from our bid management and tender training sessions, suppliers can significantly improve the quality of tender proposals they submit to buyers.

Get Value for Money

Contracting organisations want to ensure that their buyers are familiar with good procurement practices so that they can obtain value for money from the market. The need for such procurement training is especially true when the buyer is from a public service body which has to navigate a minefield of public procurement rules.

The training provided by Keystone Procurement is such that we can help buyers within companies to understand and implement good procurement practices whether they are in the private or public sector. Poor purchasing can be deeply disruptive and injurious to the aims and goals of an organisation. In addition, they can be financially devastating.

The procurement training offered by our Keystone Procurement consultants can help professionals in buying organisations to understand all aspects of the procurement process so that they can provide a more effective and efficient procurement service, write better requests for tenders, and deliver value for money. The procurement training also aims to help buyers to understand and manage procurement risks while ensuring compliance with all internal policy, statutory rules (e.g. competition law), and national and EU procurement regulations in the case of public buyers.

The InterTradeIreland Go-2-Tender Programme

If you’re a small to medium-sized enterprise operating in Ireland, you may also be interested to learn that Keystone Procurement currently assists InterTradeIreland with the delivery of its Go-2-Tender bid management training programme. The programme is co-delivered by Keystone Procurement along with Belfast-based Envision Management Consultants.

These Go-2-Tender provides tender training and mentoring sessions which focuses primarily on public procurement. The programme aims to help businesses across Ireland understand how they can compete for and win large contracts that drive growth in their businesses, help to create jobs in regional Ireland and deliver value for money for the State through increased competition for government tenders.

You can learn more on our Promotions page.

Procurement Training via Bid Reviews

Win More Contracts

When suppliers bid indiscriminately, it can be damaging for morale, impact the company’s profitability and negatively impact the reputation of the business. For companies looking to improve their contract win rate, bid reviews can help to pinpoint improvements to the bid management process cycle which can significantly increase the ability of suppliers to write winning tenders.

We also find that when we complete bid reviews with suppliers, prior to their submission of tenders, sales teams are given the opportunity to either abandon or quickly convert a bid with a lower chance of success into one that is a strong contender when assessed by buyers. Knowing when not to bid is a critical skill.

Fix Bid Deficiencies Quickly

The Keystone Procurement team has extensive experience in selling to, and procuring on behalf of, organisations in the public and private sectors. As a result, as part of our procurement training services, we provide comprehensive bid review services. We bring both the buyer and seller perspectives to our clients.

In doing bid reviews prior to tender submission, we support suppliers throughout the key stages of preparing bids or undertake a pre-submission review towards the end of their development process. In carrying out these bid reviews, our Keystone Procurement consultants provide feedback to suppliers on any deficiencies found in their tender documents. Thereafter, the relevant business stakeholders have the opportunity to quickly rectify their bids prior to submission of their proposals.

More specifically, we can provide practical procurement training and advice to suppliers to ensure that they address all the buyer’s business and tender compliance requirements, satisfactorily convey their company’s value proposition and unique selling points, and provide a compelling and easy to read proposal.

Optimise the Bid Management Process

We also work with suppliers to better review the outcomes of tenders and optimise the bid management process for sustained future success. Our approach entails the assessment of bids and/or reviewing the entire bid management process to ensure alignment to bid management best practices and your business needs.

Training and Development Programmes

Call us today to book your tailored training programme!

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Mastering Tender and Bid Management

Aimed at large businesses that do not qualify for state tendering education supports or who want a programme tailored to their requirements.

On this programme, we work with your teams to help them improve their skills in tender management from prospect identification and positioning to tender development and execution.

Minimum group size: 4 people.

Mastering Negotiations and Contract Management

Aimed at organisations of all sizes that need to negotiate with other parties.

Our practical, focused programme develops core knowledge in negotiations and provides your team with all the tools they need to be able to plan and prepare for different negotiation contexts – whether they are principle based or position based scenarios. This programme is flexible and we have versions for companies seeking to improve their dealings with suppliers (Buy-side) as well as suppliers seeking to improve their dealings with customers (supply-side).

Minimum group size: 4 people.

Commercial Presentations and Pitching Pitstop

Aimed at businesses that are required to make presentations or pitches when bidding for new work.

We will ensure that your presentation is focused and professional. We regularly work with Buyers and we often see companies miss the mark because they don’t understand what the Buyer is looking for. We help businesses keep their proposition focused on the commercially compelling drivers for their “why us”. We also provide assistance with funding pitches. This is often a time sensitive product, but we can move quickly to help you.

No minimum group size but we only work with one organisation on an opportunity.

Funding Applications

Aimed at organisations seeking funding for their projects.

We help organisations of all kinds (public, private and voluntary) with the development of funding applications for organisations. This includes:

  • LEADER style applications;
  • Grant applications (academic);
  • Funding applications to trusts, venture capital funds or funded programmes operated by the European Union.

We help organisations understand the opportunity for their project and how to present it in a manner that maximises their chances of getting funded.

No minimum group size but we only work with one organisation on an opportunity.

Contact us for more information on how we can support your procurement training needs

Also, you can visit our Promotions page if you’d like to learn more about procurement training we offer as part of InterTradeIreland’s Go-2-Tender Programme.

Some of Our Clients

Keystone Procurement is helping to drive interest in public sector tenders across the South East, Midlands and Western regions through our tender training and bid management training programmes. We deliver across a variety of procurement training programmes along with the mentoring services that SMEs can access via the Local Enterprise Office network and the IntertradeIreland Go2Tender procurement training programme.

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Our Thoughts

keystone procurement tender management

Keystone Column 93 – Getting Value for Money from Suppliers

| Keystone Column, Procurement Sourcing, Procurement Strategy, Procurement Training | No Comments
This week we look at Supplier Relationship Management and why it is used by buyers. It is useful for buyers and suppliers to acquaint themselves with the core principles from time to time. We frequently find ourselves talking with suppliers new to the process who find it difficult to cope…
keystone procurement tender training

Keystone Column 92 – Green Public Procurement in Ireland

| Bid Management, Keystone Column, Procurement Sourcing, Procurement Strategy, Procurement Training | No Comments
Keystone Procurement had the opportunity to attend Green Public Procurement for Growth (GPP4) this week. It is an inter-reg programme being run by the Department of Communications, Climate Change and the Environment to increase the prominence of green procurement in Ireland. It was a very worthwhile event and was extremely…
broadband via power lines

Keystone Column 91 – Risky Procurement Strategy: National Broadband Plan

| Keystone Column, Procurement Sourcing, Procurement Strategy, Procurement Training | No Comments
Last week open-access broadband provider SIRO announced its withdrawal from the Government's National Broadband Plan tender process. SIRO, which is a joint venture between the ESB and Vodafone, said it "cannot develop a competitive business case to justify continued participation" in the tender process. With just two bidders remaining, this raises concerns…
legal tenders

Keystone Column 90 – Small Firms Can Win Big Legal Tenders

| Bid Management, Business Growth, Keystone Column, Procurement Training | No Comments
This week, we focus on the legal services sector and how some small legal firms are competing effectively and successfully against the large law firms to win legal tenders. There is no single path to doing so. One route involves differentiation but this can present risks and be a pro-cyclical…