Preparing tenders and proposals: the pitch, process and presentation

Course summary

This highly practical one day workshop will prepare you for all aspects of tendering to deliver services and developing fundraising proposals, with a particular emphasis on ‘consultative selling’ techniques. The seminar will also focus on maintaining good client/funder relationships once the contract/funding has been awarded.

Course outline

This is an in-depth, one day course and the content and delivery of the programme is underpinned by first-hand experience in the tendering and proposal-writing business. The day will balance the theoretical and practical aspects of the subject, and participants will be involved in case study work, group discussion and self-reflection in order to encourage critical evaluation of different elements of preparing tenders and proposals. The course will cover:

Laying the groundwork

• what business are we in?
• what are our unique selling points?
• who is our competition?
• SWOT analysis

The Goldilocks place

• balance of ideas, people and price

The strategy and tactics of bidding

• key elements of bidding and how to apply them to specific situations
• reading the RFP - what do they really want and do we want to do it?
• consultative selling

Writing the Tender or proposal

• style and structure
• contents
• costing your proposal
• pitfalls to avoid
• countdown to submission

Presenting the proposal

• called to interview
• developing your presentation
• handling objections
• getting your messages across
• competing in the Beauty Parade

Building long term relationships after the contract

• relationship marketing
• building long-term partnerships with your customers
• overcoming problems
• value-added services

Group assignments, presentations, feedback and final discussion

A year of free support

"Excellent course. Very interactive and thought provoking." CW Money Advice Trust

This course takes place at the Centre's Central London training suite with easy access to mainline rail and tube stations and bus routes.

Who is this course for?

The course is aimed at those who are responsible for responding to invitations to tender, for preparing proposals, and for overall business development in your organisation. The Centre works with people from all sectors including the public sector, voluntary sector, corporate sector and private sector.

What will this course help me do: learning outcomes?

By the end of this course you will be able to:

• make better decisions about which opportunities to pursue
• understand how to assemble all the bid or proposal elements
• have more confidence in formulating a winning proposition
• maximise the opportunities for follow-on funding or repeat business
• increase your chances of success!

Other courses to consider

The Centre offers a wide range of communication and writing courses. Courses of particular interest may include our one day presentation skills course for beginners or our two day presentation skills course for those more experienced with presenting and public speaking. You may also find the Centre's Assertiveness training useful.

Course dates

This course starts at 10am and will finish by 4.30pm. Lunch and refreshments are provided.

Course fee

• £230 plus VAT small charity price (applies to registered charities with an annual turnover of less than £3m)
• £340 plus VAT not-for-profit price (applies to all other charities and all other not-for-profit organisations, including public sector and housing)
• £390 plus VAT standard price (applies to all other organisations)