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CSK Bid and Proposal Management Training
individual, custom-tailord
trainings
on request
The bid management
trainings are designed for groups up to 20 participants. The communication
trainings (Bid Presentation and Negotiation) for groups between 6 — 12
participants.
 Complete
Brochure CSK Proposal Management Training 2009
(PDF, 1.5 MB)
Course B1A/B:
General BidMaster™ – basic training for entire bid teams
 This
2-/3-day training course is designed to setup entire Bid/Proposal Teams.
It covers the BidMaster™ Approach and contains many practical examples and
exercises. The BidMaster™ Approach provides methods, tools, and
structures to cover the entire proposal process, from RFP to document
production, from proposal office installation to proposal presentation.
Apart from discussing key principles of proposal development, we go through
the entire process using actual examples. While doing this, we will present
(and practise) a number of tools and concepts that help to develop a winning
proposal — checklists, templates, and methodologies.
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Pre-proposal activities
(what can/must be done before the RFP (Request for Proposal)?)
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RFP analysis, the key
principles of bidding, proposal strategy and proposal structure
-
The Message Tree — the
convincing storyline
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Structure and
formulation of proposal text (including “Style Guidelines”)
-
Formatting and the use
of the BidMaster™ templates
-
Physical production
(printing, binders, registers, CD-ROM, packaging, etc.)
-
Post-proposal
activities (lobbying, proposal presentation, negotiation)
-
Options:
Course B1A: General BidMaster™ "Standard" (3 days)
— Basic training for entire bid/proposal teams, incl. Proposal
Presentation and Negotiation
Course B1B: General BidMaster™ "Compact" (2 days)
— Basic training for entire bid/proposal teams
top
Course B2:
The Storyline Workshop — develop a winning proposal strategy and a convincing
storyline
 The
success of a proposal depends from the right bid strategy and from
convincing arguments behind this strategy: The storyline. The message tree
workshop addresses the systematic development of a bid/proposal strategy and a
logically structured, easy-to-understand storyline, based on a so-called
message tree.
-
The participants learn
the success factors of a winning proposal
(The Six Winning Elements of Merlin)
-
The participants
develop “Key Messages” and write a logical, convincing storyline using the
concept of a Message Tree
-
The participants
practise the formulation of proposal texts using actual examples and by
applying the seven Style Guidelines.
top
Course B3:
Proposal Production — everything about the physical production of the
proposal document
 This
workshop is for proposal office managers and proposal managers and covers
all areas that cope with the physical production of the bid/proposal
document.
-
Setup of the proposal
document structure
-
Templates and layout
-
The first impression:
binders, paper, register, packaging, CD-ROM
-
Version control
-
Production logistics
-
Time planning
top
Course B4:
Complex Proposal Management — efficient project management in large or complex
proposals (two days)
 This
2-day training course is designed to help bid/proposal managers to manage
large and complex proposal projects. It covers most of the topics of the
General BidMaster course although it focuses far more on the project
management aspect. It covers the BidMaster™ Approach containing many
practical examples and exercises. The BidMaster™ Approach provides methods,
tools, and structures to cover the entire proposal process, from RFP to
document production, from proposal office installation to proposal
presentation.
Apart from discussing key principles of bidding, we go through the entire
process using actual examples. While doing this, we will present (and
practise) a number of tools and concepts that help to develop a winning
proposal — checklists, templates, and methodologies.
-
Structure and key
elements of a complex proposal development process
-
Allocation of
bid/proposal teams, roles and responsibilities
-
Specific dangers of
bid/proposal projects
-
RFP analysis,
bid/proposal strategy, kick-off and review meetings
-
Use of critical path
planning in the proposal management process
-
Hints, tips and tricks,
and specific proposal management tools
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Course B5:
The Proposal Presentation — the successful presentation of the proposal (two
days)
With the submission of
the document, it is not over yet: The proposal presentation often decides
between loss or win.
This module shows how
successful proposal presentations should be structured, what key elements are
included, and how you convince your audience. In rehearsals, we simulate the
potential client and we are going to ask uncomfortable questions...
-
Structure and content
of a successful proposal presentation.
-
Key success factors
-
The Message Tree
Principle
-
How can I convince the
audience? — Presentation basics
-
„The Red Team“ — We
simulate difficult customers and ask those tricky questions...
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Course B6:
Negotiation — the final phase (one day)
 Successful
negotiation is not a question of how tough you are. It is much more
dependent on your thorough, systematic, and tactically right preparation, as
well as your professional disussion leadership. This training covers all of
that.
-
The participants learn
the success factors of a successful deal.
-
The participants learn,
which preconditions need to be met, and what a so-called win-win situation
really means.
-
The participants learn
practical rules for a targeted negotiation approach.
-
The participants
practise using real examples in roleplays.
-
The participants see
themselves on video, optimise and improve their negotiation behaviour.
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Course B7:
Successful Key Account Management — a necessary precondition for successful
offers
 A
solid customer relationship is the most important precondition for a
successful proposal. This workshop goes through 16 key success factors
of best-practice sales management.
-
The 16 elements of
successful sales management
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Who is my client?
-
Client’s roles — how to
systematically understand my client
-
How sustainable
relations develop
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Development of an
account strategy and specific action plans using actual customer examples
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Course B8:
APMP Accreditation Training — specific preparation for the APMP Foundation
Level exam (two days)*
 This
training course prepares experienced bid managers for the APMP Foundation
Level exam.
Upon completion of this 2-day training course, the bid manager will be in a
position to pass the demanding APMP Foundation Level exam (in a multiple
choice test).
More information on the APMP Accreditation Programme can be found on the
APMP website.
-
Introduction to the
basics of Bid Management according to the APMP Body of Knowledge
-
Specific APMP
terminology (syllabus) and focus on the APMP exam
-
Methodical preparation
for the exam procedure and hints for successful APMP accreditation
*offered through
a CSK partner company (approved training organisation, ATO)
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Course B9:
Pricing and Value Creation
 The
“right” price tag is one of the most difficult challenges for proposal
development. This pricing workshop helps you to understand how
customers look at your price, which pricing strategies you can apply, and
the elements you need to include in your price calculation.
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How critical is the
“right” price tag, and how do customers perceive your pricing
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Which types of pricing
strategies you should use
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What are the elements
and methods to develop the pricing
-
Why price and value are
often worlds apart
-
About value
propositions and about the price trap
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Course B10:
Convincing Illustrations and Graphic Design
 A
picture is worth a thousand words.
This famous saying also applies (very much) to proposals. This workshop
shows you how convincing graphic illustrations, charts, and strong
visualisations can be created in order to make sure you get the message
across.
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The participants will
be shown “good”, “not-so-good”, and “bad” graphic illustrations
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The participants learn
the use of qualitative and quantitative charts
-
They will learn about
colours, fonts, and shapes
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They will apply the
7-second-rule
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They will learn how to
get the right message across by using the right picture.
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last update
26-Jan-2009
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