Introduction from the Trainer

Dewi Hughes

Founder and MD, Silverlock Tenders

10:15 - 11:10

Stages in the Procurement Process

  • How to identify bids you can win
  • Major differences between private and public sector tendering
  • Creating a tender pipeline
  • Knowing your competitors
  • Good practice for bid managers
  • Overcoming common challenges for SMEs: staffing and time management

Session led by Dewi Hughes.


The New Procurement Bill and Understanding the Buyer

  • The New Procurement Bill
  • Where to find public sector tenders
  • Compliance and responsiveness
  • What are the procurement thresholds?
  • The tender portal
  • The bid decision
  • How to move forward after the bid decision

Session led by Dewi Hughes .


Morning Break

12:15 - 13:00

Completing Tenders

  • Completing a Selection Questionnaire (SQ) and Pre-qualification questionnaire (PQQ)
  • Completing an Invitation to Tender (ITT)
  • Building a strong value proposition
  • What makes you stand out against other suppliers
  • Things that can and can’t be influenced by good writing

Session led by Dewi Hughes.


Lunch Break


14:00 - 14:45

Writing Winning Bids - Techniques to Write Well

  • Understanding the evaluator exercise
  • What to focus on when answering questions in a tender
  • Including ‘added value’ in an answer
  • Structuring and formatting an answer to maximise impact
  • Writing style
  • Working with subject matter experts

Session led by Dewi Hughes.

14:45 - 15:00

Case study: Adding Value to your Proposal

Hear experiences  from the procurement side. What makes a good tender? Understand their expectations, and tips to meet them.

Kaj Ghattaora

Kaj Ghattahora

Head of Procurement, Chief Executive's Department, Nottinghamshire County Council


Do’s and Don’ts: Producing an Excellent Answer

  • Using tools to improve your presentation (graphics and flow charts)
  • Answering scenario-based questions
  • Writing case studies
  • Use of review meetings
  • Financial assumptions
  • Building on previous tenders
  • Submission tips
  • FOI
  • Avoiding common mistakes

Session led by Dewi Hughes.


Tendering Surgery

You will have the opportunity to ask your specific questions on tendering to the expert  trainer.


Close of Course

Dewi Hughes

Founder and MD, Silverlock Tenders

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