Bid & Tendering Workshop
Workshop Objective and Content:
The AJFPS Bid and Tendering Workshop objective is to introduce attendees to a successful and proven methodology of developing winning bids and tenders across a wide range of industries. By using these methods proactively and diligently this method you will both reduce your overall tendering costs and win more business.
The workshop addresses the following key issues needed to prepare a winning tender for your business:
Gathering and assessing the key information prior to the formal EOI / RFT release;
The 55 things you need to know and do before any tender process commences
Making the key decisions and planning your winning proposal;
Choosing the best alliance partners, joint venturers and bid project teams
Preparing a compelling executive summary so your client wants to read your tender
Preparing and submitting a winning proposal; and the
Necessary post RFT activities up to Contract award.
These topics can be adapted to meet the specific requirements of workshop attendees from several companies and also for staff members on an internal company workshop.
The workshop is based on our successful bid and tender work for Australian companies and workshops, courses and “one on one” coaching we have conducted for the University of South Australia, Defence Teaming Centre and other clients. The workshop outline follows the contents of our successful AJF Professional Services Proposal Handbook, developed and used over several years with input from several very experienced and successful business development and proposal managers.
The workshop leader has applied the techniques in this workshop to successfully submit and win numerous bids, tenders and proposals over many years with a better than 50% win loss ratio by quantity and value (with over $250M of work won) across several industries including maintenance, construction, water, logistics, professional services and defence.
Who Should Attend?
Obviously anyone involved in developing bids and tenders, but to ensure there is corporate-wide understanding of the strategic importance of the bidding process, CEOs, Directors, Managers, Project Managers, Engineers, Commercial Managers and Business Development Managers should also be actively encouraged to attend.
In fact, a company will receive most benefit if several people from the one company attend the workshops together so they can work as a team during and after the workshop on real or likely bid projects relevant to their company and business.
Workshop Interactive Format and Materials Provided:
We use an interactive presentation and workshop style and attendees are encouraged to actively develop some of the key topics and worksheets further with their own bid or tender project information. These activities can be done either individually or as small groups and teams (the latter is often best). Workshop attendees will receive PDF versions of the workshop materials (presentation slides, selected worksheets, checklists and forms) suitable for each attendee’s use during and after the workshop.
Workshop Content Can Be Adapted to Suit Your Unique Business Needs:
Each attendee will be asked to submit a pre course questionnaire that will elicit the key aspects of the workshop most relevant to them so the workshop content can be matched to meet individual needs as far as possible.
If you have a “MUST WIN” or key tender coming soon you can use this workshop as the case study for your workshop practical sessions. This is a very effective way of commencing a winning proposal process where the key bid team members attend the same bid planning and training workshop. In this way the materials developed by attendees during the workshop can be reviewed, used, adapted and applied later for the real proposal project at hand.
Project Management in Practice & Delivery Workshop
The AJFPS Project Management in Practice Workshop is to introduce attendees to a successful and proven methodology of project management and delivery to customers for products and services
across a wide range of industries. By using these sound and well proven PM methods and techniques proactively and diligently; you will deliver your products and services to your clients more effectively and reliably, within the agreed budgets and schedules and to the required quality standards and performance measures.
The workshop addresses the following key Project Management competencies and activities needed to successfully plan and deliver a major project for your business:
Planning and defining the project work at hand
The key Project Management competencies
The key project management principles and practices
Building, managing and controlling the project budget and schedule
Manage the project issues and changes
Communicate with your team, clients and alliance partners
Manage and profit from risk
Manage the people
Manage the quality and performance – targets and metrics
Close out the Project and count your blessings!
These topics can be adapted to meet the specific requirements of workshop attendees from several companies and also for staff members on an internal company workshop. The actual topics may vary depending on your specific needs.
The project management in practice workshop is based on our successful project management work and experience with Australian defence, engineering, resources, mining and commercial technology and service companies around Australia including Pilatus Aircraft, BAE Systems, Babcock, ASC Ltd, Telstra Defence, Trility Water (ex United Utilities Australia), General Motors Defence, Saab Systems and others;
large and small.
The workshop program generally follows the contents and processes of the successful
Project Management Body of Knowledge (PMBoK) adapted and used over several years by the workshop presenter. It has been adapted to suit the particular project management needs of engineering, maintenance, service and support companies in all areas of Australia. This workshop and the accompanying coaching and mentoring will enhance and build your company’s major project capability.
The workshop leader has successfully applied the PMBoK and related PM techniques and practices included in this workshop to successfully manage a range of projects over many years. His PM roles
have included diverse technology projects, infrastructure projects, maintenance support and engineering projects and service contracts across several industries including maintenance, construction, water, logistics, professional services and defence.
Who Should Attend?
Anyone involved in planning and delivering projects.
These workshops and coaching sessions are specifically designed for:
Company Owners, Managers, Directors, CEOs, Project Managers, Operations, Engineering and Technical Leads, Procurement, Commercial and Finance Managers; and others involved in or becoming involved in planning and delivering new projects. In fact, a company will receive most benefit if several people from the one company attend the workshops together, so they can work as a team during and after the workshop on a real company projects.
We use an interactive presentation and workshop style and attendees are
encouraged to actively develop some of the key topics and activities further with
their own project information. These activities can be done either individually
or as small groups (the latter is often best). Workshop attendees will
receive pdf versions of the workshop materials (presentation slides,
checklists and forms) suitable for each attendee’s use during and after the
Integrated Logistics Support (ILS)
Includes Asset Management (AM) techniques and principles.
Competitive support solutions are vital for maintaining and improving operational capabilities. Our ILS/AM workshops deliver the foundation skill needed by both new and experienced practitioners in the ILS and Asset Management field.
Integrated Logistics Support & Asset Management Workshop Topics include:
Introduction to ILS /AM Elements
Asset Management & ILS Life Cycle
Logistics Support Analysis (LSA)
FMECA, LORA, RCM
RAM, Supply Support, LCC,
Training and Personnel Issues
Technical Data and Documentation
In Service Support ISS / TLS / PBL
Support Test and Evaluation / ILS Risks
Class Exercises and case Studies in each session.
The course includes all the key aspects and techniques of integrated logistics support and asset management using current Australian and international (incl. UK, US, Europe) standards and references and common practices. It is relevant to all technology projects, systems and products.
Workshop and Course Style:
The course is conducted in an interactive workshop style with frequent classroom exercises to reinforce the practical learning.
All students receive valuable ILS practitioner software and reference materials during the course including LSA, RAM, LCC, and Spares Assessing.
This course can be presented internally to your company staff and tailored to suit your specific industry, project and technology.
Andrew Ferguson, MBA, BEng, CPEng, CPLog (SOLE USA), has wide experience in defence and civil industry engineering, logistics support analysis, through life support and asset management across many technologies and industry sectors. These include aerospace, mining and resources industry, utilities (electrical and water), services, maritime platforms and systems (surface and submarine), military vehicles, electronics, radar, computing systems, surveillance, water treatment and desalination systems.
Who Should Attend?
The course is very suitable for engineers, project staff, and technicians, and as a refresher for ILS /AM practitioners of all technical disciplines and experience.
The classroom exercises and case studies use civil and military land, air, electronics and maritime systems.
Course Dates & Contact:
Courses are regularly conducted in Adelaide, Melbourne, Brisbane, Perth and New Castle.
Please contact Andrew Ferguson for a current schedule of course dates, venues and costs.
T: +61 408 466 276
F: +61 8 8396 6590
What our attendees are saying:
“…Course gave students a good understanding of the ILS (and AM) elements, which involvedclass discussion and relevant exercises…”
“...Overall course was well planned and delivered...”
“…I learnt a lot from the case studies and activities, they reinforced the theory...”
“…The references provided electronically and access to demonstration software versions are great sources of reference...”
“…It was a great overview ILS course for me and provided enough hands on detail to be more than just theory…”
“…Instructor made himself available for questions (and gave the answers!)…”
“…For me, a key part was applying the ILS principles in the case studies and exercises…”
For further information please call Andrew Ferguson on +61 408 466 276 or click here to email.
AJF Professional Services offers down to earth “hands on” training courses and workshops including:
Practical Project Management: 1-2 day workshop style training that provides key principles, practical examples, project checklists and forms suitable to use immediately in your project based business.
“Bid to Win” Tendering and Proposals: 1-2 day workshop style training session that covers all the key stages of delivering a winning tender. Students receive full notes and an AJFPS Bid and Proposal Handbook that is easily adaptable to your business needs.
Integrated Logistics Support and Asset Management Practitioner: 4 day training course that includes many class exercises and practical worked examples of all key ILS and Asset Management topics – suitable for defence and non defence practitioners at all levels. A ½ day director level, executive summary version of this ILS workshop is also available on request.