B2B Professional Sales
Advanced Bidding Seminar
This is a five-day seminar that covers advanced bidding skills and techniques. The target audience for this training is salespeople or sales teams who sell to businesses following the customer's formal procurement tendering process to select suppliers. Students must attend Managing B2B Opportunities Seminar before attending this training. Class size is limited to 12 students. Participants are encouraged to bring a real tender for which they will apply the advanced bidding techniques. The tender can be a past or current tender.
Seminar Content
- Introduction to Advanced Bidding
- Advanced Bidding Proposal Development Worksheet
- Advanced Bidding Workshop
- Presentation of Advanced Bidding Worksheet
- Defining the Offer
- Creating a Plan Summary
- What is Monte Carlo Simulation
- Building a Risk Model for Your Bid Strategy Workshop
- Presentation of Risked Model
- Bid Strategy Review
- Advanced Bid Proposal Techniques
- Creating a Bid Strategy Review Presentation Workshop
- Presentation of Bid Strategy
- Creating a Customer Bid Presentation
- Managing Team Presentations
- Seminar Feedback
- Graduation
Seminar Materials
In addition to the B2B textbook, each student will receive the following:
- Hardcopy of all materials presented and used in the seminar
- Digital format of all materials presented and used in the seminar
- Powerful Proposals 252 pages written by David G. Pugh and Terry R. Bacon
- Certificate of completion at the end of the seminar
Event Logistics
The seminar will start at 8:30 a.m. and finish at 5:30 p.m. each day including the last day. Coffee breaks and lunch will be provided as part of the seminar registration fee. A separate area in the training room will be provided for participants to set up their computers. Internet access will be provided during the seminar. Students need their computers to complete several exercises. Participants are required to turn off their hand-phones during the seminar. There will be regular breaks and one-hour lunch, allowing students to check e-mails and messages. Students should plan to allocate one hour after each training day for review and completing evening assignments.
What graduates of the B2B Professional Sales Advanced Bidding Seminar have to say:
"Advanced bidding worksheet is worth the seminar fee alone. I will start using this next week with my team."
"Excellent add-on training after the Managing B2B Opportunities. I created more than two Return on Training Ideas (ROTI) every day."
"I had always heard the term P90, P50, and P10 but never understood what it really meant and how valuable this concept is for bidding. With this seminar, I'm now confident to apply this properly and make better business decisions."
"The last day was a bonus in my company we do bid reviews, but with no structure or bid strategy component, it is all P&L review. Now we have a way to optimize the evaluation and our target revenue. I'm sure this will easily make the company over a $1,000,000 on our next big tender—no exaggeration."
Ready to Get Started?
Contact JP Amlin to discuss the right program for your team