Executive Summary

Tenders are widely used across most industry sectors and within local and national government departments. They play a crucial role in the specification and delivery of goods and services. In the private sector, they are an essential tool for procurement teams and buying departments to get the best specifications at the best possible prices.

But often, supplying organisations do not know how best to respond and engage with the tender process and the stakeholders running them. This can lead to poorly defined tenders, non-compliant documentation, and high failure rates.

This tender process boot camp will get your organisation into a better place to improve your success rates.

Overview of the Programme

The boot camp has been designed to provide you with best practice from two perspectives – the procurement team (the buyers) and the supplying team (the sellers) to ensure you have a full 360° view of the complete process.

We bring best practice so that you will have a common and consistent way of engaging with tenders from your customers, whether old or new.

This will equip you with the tools and skills to ensure a greater degree of success in situations where tenders are becoming more prevalent not only for your business but also to enhance your customers’ and clients’ performance and therefore increasing the likelihood of repeat business.

How the Tender Process Boot Camp will help your organisation

We have designed the boot camp to define and activate best practice, but we also make sure we tailor it to your organisation, your industry sector, and the context in which you operate.

The boot camp has four distinct sections:

1. Getting under the skin of tenders
   • Why do buyers use them?
   • Which stakeholders are involved in tender processes?
   • What are the buyers supply chain options?
   • What are the key criteria for successful tender awards?

2. How tenders are used by buyers and tender teams
   • How do buyers decide which tender format to use?
   • What documentation needs do they have to be compliant
   • What scoring methodology is used to measure tenders?
   • How is the final decision made?

3. Tenders and sales competencies in practice
   • What is the relevance, and how are sales competencies applied in the real world?
   • What elements of sales competencies are the most important?
   • How do you use them in practice to activate a successful tender process?

4. Activating a successful tender
   • What is the best way for your organisation to activate a tender process?
   • Which case studies can we review that will give us confidence to apply our new skills and tools?

Outcomes

The Tender Boot Camp will make a significant difference to your organisations tender process capabilities.

It will get everyone on the same page – undertaking tenders in a common and consistent way.

Your team will get underneath the skin of tenders, know how they really work, and how to be effective with them.

You will understand why and how they are used, so that you respond to them more effectively.

Your team will apply practical skills to influence the outcomes of every new tender that comes your way.

And finally, your team will be confident, having worked through relevant case studies, in the knowledge that they really can make a difference.

About Customer Attuned

We are a team of customer management experts with long-standing experience and thought leadership in customer-driven change within the B2B sector.

We help our clients build better customer and intermediary relationships based on trust and working together for mutual commercial benefit.

This is what we stand for and run our business by.

Meet our Subject Matter Experts

Gary Lunt

Gary is a director of Customer Attuned, with considerable sales and business development experience gained in FMCG (Diageo, Unilever, Reckitts, GSK, Cadbury) and Healthcare (AAH Pharmaceuticals, The Celesio Group).

Gary has successfully managed key account management teams across multiple sales channels, nationally and internationally.

Gary’s consulting and commercial coaching experience is across multiple industry sectors. He has designed and delivered KAM projects across a wide variety of industry sectors.

Steve Alderman

Steve is a current member of the Chartered Institute of Purchasing and Supply and has had extensive experience of many types of procurement routes and supply chain initiatives over the past 25 years. Steve understands how buyers work.

Steve has extensive experience of procurement and supply chain initiatives across a variety of sectors including infrastructure (road, rail, and air), construction, facilities management, engineering, and Government based projects incorporating various forms of contract.