BRS is launching a new training program aimed at lifting the work winning and bidding capability of our clients
The course has been developed following over 15 years of coaching bid teams on major infrastructure programs across Australia, New Zealand and Canada. It takes practical learnings from over 100 bids sharing best practices and the keys to winning work. It shares our experiences working with Government clients through major infrastructure projects and what they are looking for in a successful bid submission.
In our experience winning work is determined on a number of key factors:
- Early positioning with the client with the aim of being in 1st or 2nd place before the RFP process kicks off;
- Getting your partnering strategy right ensuring you have the right mix of people and experience to win;
- Understanding the client’s delivery model and what that means for your strategy;
- Selecting your key personnel ensuring the right team to fit the delivery model;
- Running a well organised bid and high performing bid team;
- Understanding the client’s drivers and risks;
- Understanding the tender evaluation team and what’s important to them;
- Developing an informed and creditable methodology that mitigates client risks;
- Developing your organisational chart and methodology early before you start writing your submission;
- Writing a submission that connects with different client persona’s and how they will interpret your submission;
- Demonstrating at interactives and interviews that you have the right cultural fit; and
- Providing a commercial offer which demonstrates value for money.
The course is highly interactive and provides an opportunity to bring your people together and workshop process improvements across your business. It is an opportunity to learn, network and can be used as a team building event with purpose. You can use a live upcoming bid case study for your organisation which can be implemented immediately.
Course Format
Our two-day highly interactive training covers 6 modules that work through pre-positioning, strategy and bid presentation to ensure your teams bid processes are effective and everyone is bidding to win.
As part of the training we will run a case study nominated by the client. This case study can be a future bid to enable a foundation for developing a bid strategy, providing real time and practical application.
Training is capped at a maximum of 20 participants per course, to allow for maximum collaboration and interaction. Pre and post training resources are provided to attendees to allow them to implement with current and future bids.
Training Topics
Commercial Investment
AU$20,000 + GST per course which includes:
- 2 x full days of interactive in person training
- Average cost of AU$1,000 per participants (based on a maximum of 20 participants per course)
- Venue/Catering to be organised by client
- Room set up guide will be provided to ensure a quality experience for all attendees
- Excludes associated travel costs
Industry Leading Experts
Heath Colebatch
Heath is one of the leading bid strategists, Alliance coaches, procurement facilitators and major projects advisor in Australasia. With over 20 years experience working in commercial and strategy roles on major projects ranging from $500M to $20B he works primarily with Project Directors and their teams to help procure, win and deliver major infrastructure across many industries including road transport, mining, rail, water, health and local government.
Heath is highly regarded for his commercial acumen, procurement strategy, bid strategy and project governance. He combines this with passion and experience in coaching and developing high performing teams. His sound understanding of asset management and project delivery as well as risk management and commercial management has led to Heath being one of the most successful bid coaches in the industry.
Learn more about Heath Colebatch
Kym Williams
Kym has extensive experience in both the government and infrastructure industries where he specialises in collaborative contracting on mega infrastructure projects. Kym works with owner and non-owner participants to design, develop and drive the right procurement conditions conditions from the start to deliver successful project outcomes. This has been with different procurement models ranging from Alliances, Public Private Partnerships (PPPs), Early Contractor Involvement and traditional Design and Construct.
Kym also works closely with joint venture and multi-organisation projects to deliver winning bids, high performance projects and outstanding outcomes for clients. With a passion for infrastructure, Kym specialises in establishing strategic initiatives and challenging clients to incite innovative solutions to complex problems. He adopts a commercial mindset focused on outcoumes that result in improved profitability and performance of projects and organisations.
Learn more about Kym Williams
Our bidding to win training is designed to develop awareness and capability in the full range of activities involved in winning competitive bids.
For more information about our Bidding to Win Training, please contact us at enquiries@brsresults.com
