Winning Public Sector Contracts

Objective

A one day training course for delegates who represent providers bidding for public sector contracts.

Content

Procurement in the Public Sector

• Understanding the procurement cycle
• Legislation influencing procurement
• An outline of the EU procurement process

Understanding the common routes for tendering

• The open process
• The restricted process
• The negotiated process
• The competitive dialogue process
• The “pros” and “cons” from the tenderer viewpoint

Tendering for public sector projects

• Qualifying the opportunity before bidding
• Completing the PQQ to achieve shortlisting

The Invitation to Tender (ITT)

• The ITT Process
• The ITT documents
• Creating the bid team
• The “Do”s and “Don’ts” of the tendering process

Responding to the ITT

• Structuring our bid submission
• Pricing our service/solution
• Presenting to best effect

Evaluation meeting & Presentations

• The evaluation process
• Conduct of evaluation meetings and presentations

Contract negotiation

• The negotiation cycle
• Ground rules for negotiation
• Achieving the “win/win” situation

Conclusions & Questions

Format

This is an interactive session that includes presentation, discussion, practical examples and case studies.  All delegates will receive a comprehensive delegate handbook and supporting CD