Buying Wisely – Tender Preparation & Evaluation
Details
The vast majority of organisations tender out some aspect of their work, be it maintenance, logistics, production services, IT, business processes or corporate services.
Choosing which providers your organisation will depend upon for many years is a critical activity. Vigilant selection delivers the best match – if your organisation truly knows itself and what it wants. The offers received reflect the quality and clarity of information you provide – in other words ‘garbage in – garbage out.
Successful tendering is not an auction – it is about getting the lowest price with a superior supplier under a fair contract with sustainable solutions. This hands-on course will deliver the key techniques for successful product and service procurement and tendering designed to assist you to determine the most effective techniques for your organisation.
The training is presented by Dr. Sara Cullen, a globally recognised expert in tendering and contracting. She has taken the practical experiences of over 140 organisations, and two decades of practice, to develop this course that will enable you to:
- pick the right supplier(s),
- for the right reasons, and
- get the right deal
Outline
Strategically planning the lifecycle
- Identifying your requirements for engaging industry
- Building and managing bargaining power – after the tender your bargaining power falls, so the key is to ensure it has been maximised beforehand
- Exercise: Choose your path
Tender planning skills development
- The breadth of skills required for a successful tender exercise
- Targeting the skills you need
- Exercise: Skills planner in selecting your team
Understanding markets
- How providers are structured and operate
- Identifying markets
- Avoiding the Winner’s Curse
Targeting & profiling the services required
- Service profile
- Cost profile
- Asset profile
- Workforce profile
- Stakeholder profile
- Governance profile
- Commercial relationships profile
- Exercise: Determine the profiles you will need
Planning the tender before going to market
- Outlining the 5 different stages
- When to use the various stages
- Exercise: Select your stages
Drafting the tender document or ‘market package’
- Format and contents
- Conditions of tendering, rights and obligations
Developing evaluation criteria
- Examining mandatory, qualitative and quantitative forms of criteria
- Determining and weighting the optimal criteria
- Writing accurate questions that get accurate answers based on the right criteria
- Exercise: Determine and weigh criteria, develop questions for a criterion
Attracting & facilitating the best responses
- Attracting enthusiasm and the best efforts from the market
- Managing briefings, data rooms, questions, answers and site visits
- Exercise: Determine your best responses approach
Tender evaluation methodologies
- Comparing the bids and developing scoring techniques
- Evaluating Statements of Departures
- Applying interactive evaluation techniques such as interviews and site visits
- Value for money selection and understanding how lowest price may come at the highest cost
- Completing the contract – farming the bids
- Exercise: Act as the vendor in responding to a set of questions, evaluate the vendor’s response
Applying due dilligence to ensure the viability of the supplier, the bid & the contract
- Company/financial
- Price
- Proposed solution(s)
- Contract compliance
- Customer references
- Exercise: Determine what due diligence you will need to perform
De-briefing
- Informing the winner and losers
- Why debriefing is useful, but also dangerous
- Exercise: Run a debriefing session
Action plan
- Putting it all together into a procurement plan
Speaker/s
Dr Sarah Cullen
With over 30 years of experience, Dr Cullen is a contracts expert having negotiated over $18 billion of contracts in various industries in Australia and globally. Sara has trained over 6300 professionals worldwide and published 19 books and 126 papers.
Sara is the founder and Managing Director of the Cullen Group, a boutique firm specialising in creating high-performance contracts and commercial relationships between buyers and sellers.
She is also a lecturer and Honorary Fellow at Melbourne University and Research Associate at the London School of Economics and Political Science. Previously, she was a National Partner at Deloitte in the consulting practice and the firm’s global thought-leader on outsourcing.
Sara has a PhD in contracts, a Master of Management (Technology), and a BSc in Accounting. She is also a Certified Mediator and Chartered Accountant (US).
Special Offer
Melbourne // 4-5 May 2017
Super Early Bird rate: $2,395 (Save $300 + GST). Use code P17GL12ME. Expires by 24 March 2017.
Early Bird rate: $2,595. Expires by 21 Apr 2017.
Standard rate: $2,695.
Sydney // 8-9 August 2017
Super Early Bird rate: $2,395 (Save $300 + GST). Use code P17GL12SY. Expires by 7 July 2017.
Early Bird rate: $2,595. Expires by 28 July 2017.
Standard rate: $2,695.
Informa Australia is the nation’s leading event organiser. Our events comprise of large scale exhibitions, industry conferences and highly specialised corporate training.
Our professional training courses are stimulating, comprehensive and well structured, allowing attendees to enhance their professional development and build capability that is unique to their chosen fields. Informa training courses are delivered by renowned industry experts and thought leaders with extensive practical experience.
Whether you have one person, handful of people, or an entire division needing skills development, our learning programmes will help meet the development needs of your work force.
We are based in Sydney’s CBD and employ around fifty staff. We are part of the global Informa Group PLC, listed on the London Stock Exchange (INF).
