Strategies & Tactics For Successful Bidding
Overview
While a company may have many objectives and goals the
overriding goal, and the only reason that any company is in
business, is to make profits. Competition in business is
always fierce. Furthermore, customers want to pay as little
as possible for products and services because in this way
they can maximize their own profits.
To succeed you need effort and skill. Quite often it is not
the effort that is lacking, but without the right skills
such effort may be ineffective.
In the Oilfield Service Industry perhaps as much as 90% of
work is awarded by way of a competitive tendering process.
It is, therefore, essential that the people who are
involved in preparing commercial bids have the appropriate
skills to be highly effective in order to win work at the
most profitable levels possible. This is the purpose of
this training seminar.
There
has been a trend over recent years in the Oil & Gas
service sector for the purchasing of products and services
to be executed by dedicated purchasing or procurement
departments. Such purchases were made in the past by the
end-users but today end-users have much less influence on
purchasing decisions than they did in the past. The
motivation of the procurement professionals is to drive
down the price of whatever they purchase. The approach of
most bidders is to find innovative ways to lower their
costs or simply accept lower margins in order to bid at
prices that are low enough to win.
Taking instead a strategic approach it is possible to both
win a bid and to have ways to achieve the desired
profitability during the execution of the work. This is the
essence of what this training course is all about.
The
training course teaches a holistic approach to bidding
which helps turn into a science what has been considered
for many years an “art”. The course demonstrates through
analysis of the procurement process how you can turn the
process in your favor and produce bids that can
consistently deliver superior returns.
You will be shown a methodology of how to develop
successful strategies and tactics. Many useful conceptual
tools are taught that allow bids to be prepared in a highly
efficient and effective way. Applying this approach will
not only increase your "hit rate" (the number of bids you
win out of the bids you enter) but also your profitability.
The course is suitable for bidding novices to those with
many years of experience. Even senior employees who have
been doing bids for many years will find this unique
process-oriented approach very beneficial for improving
their bidding skills.
The course includes many practical sessions to reinforce
the concepts.