Advanced Certificate in Bid and Tender Management (ACBTM™) (5 days)

Course Overview




IFPSM In the modern fast paced commercial world where time and expense is of the essence there is high demand for the specialist skills and expertise required to run an effective Bid and Tender Management process. This intensive and interactive 5 day certified courses course provides delegates with the skills and expertise required in this area to enable them to create real value for their organisations.

The Advanced Certificate in Bid and Tender Management (ACBTM™) is designed to provide delegates with the ability to operate effectively in the modern demanding commercial environment and to position themselves as indispensable assets to their organisations during any Bid and Tender process.

The Advanced Certificate in Bid and Tender Management (ACBTM™) looks at the Bid and Tender process from both a buyer and a supplier perspective, covering both the writing and issuing of Invitations to Tender and the writing and submitting of Bids in response. As “value” needs to be created on both sides of the equation for contracts to be successful there will be an emphasis on understanding the market from both the buying and selling point of view, ensuring that needs are clearly specified in the ITT and that suppliers can meet these needs.

In addition to a detailed exploration of the bidding and tendering processes, the course includes sessions on vital soft skills such as communication, stakeholder management and persuasion. It will also discuss the challenges involved in the strategic yet practical development of sound, ethical working relationships and in the art of negotiation.

There are numerous case studies and practical exercises for delegates to help cement learning. Questioning is encouraged and there will be plenty of discussion allowing participants to share their own experiences, thoughts and ideas. Each delegate will receive full course notes and a set of templates and other materials that they can take back to use in their own organisation.

The Advanced Certificate in Bid and Tender Management (ACBTM™) complements the other popular BMTG procurement-focussed certified courses such as the Advanced Certificate in Strategic Procurement (ACSP™) and the Certificate in Contract Development, Negotiation & Management (CCDNM™).

Training Methods

  • BMTG employ best practice interactive training techniques.
  • All of our trainers are highly experienced practitioners who have operated successfully in the field and are with BMTG by reputation and invitation only. We have no ‘beginners’. All of our trainers have themselves been trained in BMTG techniques and our style is common throughout our entire portfolio of courses.
  • The BMTG technique involves classroom lecturing, highly intensive case study / role playing sessions, classroom interaction and feedback, one to one coaching from the Trainer.
  • BMTG have found this to be one of the most effective training methodologies to date and many large multinationals and training companies have also taken up this approach.

On completion of this five day training course you will receive your certificate which is certified, through independent assessment and accreditation, by the International Federation of Purchasing and Supply Management (IFPSM) PAS Standard.

Course Contents

Introduction to bids and tendering

  • What makes a good Invitation to Tender (ITT)
  • What makes a good Bid?
  • Why is it important?

Understanding the procurement cycle

  • The procurement lifecycle from A to Z
  • It all starts here – identifying the need and writing the specification
  • Strategic Sourcing – key to choosing the right supplier
  • Contract Management – managing the right contract with the right supplier
  • P2P (Purchase to Pay)

Identifying the need and writing the specification

  • Needs – not wants
  • Baselining – where are we now, and where do we want to be?
  • Business alignment and cross-functional working is key
  • Involving the stakeholders
  • The art of gathering requirements
  • What makes a good specification?

Markets, customers and suppliers

  • Analysing markets – Porter’s Five Forces and other tools
  • How do buyers look at suppliers?
  • How do suppliers look at customers?
  • Finding the match – the right supplier for the right customer?

The tendering process

  • The tendering process from A to Z
  • Fairness and transparency – avoiding corruption in all its forms
  • Writing the tender documents
  • Publishing the opportunity and attracting suppliers
  • Handling queries in a fair and open way
  • Opening and evaluating the bids
  • Awarding the contract – with an emphasis on value
  • Giving feedback to the bidders
  • E-tendering – how to make it work effectively

Putting together the Invitation to Tender (ITT)

  • What’s in a name – ITT, RFP, RFQ and PQQ explained
  • Who does what? – good organisation is key to success
  • Contents of a good ITT
  • Starting with the end in mind – good evaluation criteria
  • The difference between selection criteria and award criteria

Understanding the sales cycle

  • The sales lifecycle from A to Z
  • Identifying opportunities – prospecting
  • Approaching the prospect
  • Writing and presenting the bid
  • Handling objections
  • Closing the sale
  • Following up

The bidding process

  • The bidding process from A to Z
  • Identifying opportunities – where to look
  • Involving the stakeholders – forming the bid team
  • To bid or not to bid – the bid /no-bid decision
  • Pricing and cost estimation – the need to make a profit
  • Reading and understanding the tender documents
  • Writing, reviewing and submitting the bid
  • Getting the response
  • Challenging the response – if you think there’s a problem
  • Getting feedback about your bid

Putting together the bid

  • What’s in a name – is this an ITT, or a PQQ, or something else?
  • Who does what? – good organisation is key to success
  • Contents of a good bid
  • Starting with the end in mind – how will my bid be evaluated?
  • The critical need to do exactly as the ITT asks
  • It’s all about winning!

Bid evaluation

  • Longlisting and shortlisting
  • Does the bid read well and make sense?
  • Bid evaluation techniques – informal and formal
  • Weighting and scoring – keep it simple!
  • Looking for value – all the time
  • Recommendation and approval

Contract management

  • After contract award comes implementation
  • What makes a good contract?
  • The contract management lifecycle
  • Working together – practical aspects of contract and supplier management
  • Managing risk and encouraging innovation

Soft skills for procurement and bid-writing professionals

  • Communication skills for bidding and tendering
  • Stakeholder management
  • Persuasion as a key selling skill
  • The art of negotiation

The programme will include a series of group exercises, a personality profile and case studies with a high level of delegate interaction.

ACBTM™ Examination *

* Only those who successfully complete the examination and participate effectively in the course case studies will receive the Advanced Certificate in Bid and Tender Management (ACBTM™)


Benefits of Attending

By attending this Course you will be equipped with the skills to:

  • Gain the Advanced Certificate in Procurement Compliance: ACBTM™ which is certified, through independent assessment and accreditation, by the International Federation of Purchasing and Supply Management (IFPSM) PAS Standard
  • Use ACBTM™ on your business card and on your resume
  • The ACBTM™ certificate will be received approximately one month following the close of the training course

Who Should Attend this ACBTM™ Course?

  • Procurement Directors / Procurement Managers
  • Buyers / Senior Buyers
  • Supplier Managers / Supply Chain Consultants
  • Sales Directors / Sales Managers
  • Business Development Managers /Client Managers
  • Technical Sales Managers / Bid Team Leaders
  • Business Owners / Executive Directors / Managing Directors / General Managers
  • Operations Directors /Operations Managers
  • Finance Directors / Finance Managers
  • Project Directors / Project Managers /Project Engineers
  • PLUS anyone else who is interested in ensuring that the bid and tender process works well in their organisation – matching the right suppliers to the right customers and ensuring value is created on both sides.



Meet your training course director: John Atkinson FITOL

John Atkinson John’s corporate experience spans some 30 years including Head of Group & Global Procurement for Focus Wickes plc. where he was responsible for the full creation and implementation of global sourcing initiatives, supplier/vendor management and commercial contract negotiation. John has also held senior roles within Barclays Bank corporate and led a wide and diverse range of teams, both locally and globally.

John is a Fellow of the Institute of Training and Occupational Learning and also a Certified Instructor in delivering emotional intelligence training. John has wide international experience, including: Kuwait, Iraq, Qatar, KDR, China, Germany, France, Sweden, Malaysia & West Africa. Organisations that John has worked with include: KNPC, Petronas, Shell, Total, Lafarge, Nigeria LNG, The United Nations, Zain Corporation, Maybank & Sinopec.

As a consultant and trainer for the last 11 years John is passionate about delivery, and utilises his career expertise to ensure that clients receive leading edge training results, enabling delegates to understand not only the subject matter, but also the application and usage to add value both to their role and within the wider organisational environment


Meet your training course director: Karl Brookes, B.Sc, M.Sc FITOL

Karl Brookes Karl is a Fellow of the Institute of Training and Occupational Learning (ITOL) and has more than 20 years of experience in developing and delivering procurement projects and strategies that change behaviours and achieve corporate objectives.

Graduating in Politics and Sociology from the University of Salford, Karl joined the Civil Service, before working in Sales and Marketing for prestigious clients such as the UK Civil Service, Barclays, DHL and British Telecom. Returning to education, he gained a Masters from Manchester Metropolitan University, and was elected to help run the Students’ Union.

In addition to being a Guest Lecturer at the prestigious Business School of University of Central Lancashire, Karl has written articles on various topics including, financial and energy consumer rights, developing property and even how to avoid a Repetitive Strain Injury.

A skilled leader and deliverer of transformational strategies, Karl is adept at working effectively with employees at all levels in different sizes of organisations. As a trusted ‘safe pair of hands’ in a crisis, Karl has built up many years experience, coaching and delivering training in these and other key corporate areas such as:

  • Understanding Procurement Processes and the Sales Cycle
  • Writing Winning Bids
  • Fleet Management, Resource Management and Utility Management
  • Communications, Crisis & Change Delivery
  • Emotional Intelligence, ISO Implementation, Media Relations, Marketing
  • ⦁ Private Finance Initiative (PPP), Project Management Techniques e.g. Prince 2 and; Management Skills Development


Meet your training course director: Steve Mallaband BSc (Hons) CEng MIET FITOL

Steve Mallaband Steve is a highly experienced procurement professional and a Fellow of the Institute of Training and Occupational Learning (ITOL). Steve has over 20 years experience holding senior positions with several large organisations both in the UK and abroad. During his career he has bought a large variety of goods and services in an international context, and has been actively involved in both writing tenders and preparing bids. For the last 7 years he has provided training and consultancy to public and private sector clients around the globe on a wide range of topics. He is a knowledgeable, interesting and entertaining presenter who is able to draw on his wealth of practical experience to excellent effect.


Meet your training course director: Ros Howard BSc (Hons) PGCE FITOL

Ros Howard Ros is a professional business trainer and a Fellow of the Institute of Training and Occupational Learning (ITOL). Ros has a rich and varied career in industry and education. She believes that excellence in communication and other “soft skills” is vital for business success, and has a real passion for instilling learning in others. For the last 10 years she has provided training, coaching and consultancy to a variety of clients in many different countries and from many different organisations. She is a dynamic and inspiring presenter who, having taught English as a Foreign Language, is particularly sensitive to the needs of the non-native English speakers.

Steve and Ros deliver together to deliver the Advanced Certificate in Bid and Tender Management (ACBTMtm), offering you the best of both worlds – a very experienced procurement practitioner backed by an expert in communication and soft skills.


Meet your training course director: Paul Jackson, BSC MICM MCIPS

Paul Jackson Paul Jackson is an accomplished Supply Chain professional and training consultant with significant expertise in the area of procurement, Supply Chain Management, inventory and warehousing management, sustainability and supplier development. Paul has consistently delivered commercial benefits and training across a range of private and public sector markets and has positively influenced large blue chip organisations such as BAE Systems, ChevronTexaco, and Teliasonera as well as Public Sector and numerous SME clients. His ability to deliver projects on time and budget, run operational facilities and train teams makes him an ideal project trainer and mentor.

Paul is an enthusiastic team player and is equally comfortable working within a team as he is leading from the front or coaching from the classroom. He has exceptional change management skills and has the experience and personality to lead large teams successfully through periods of transition. He has run a number of businesses over the years, managed office and warehousing operations, run production plants, and operated datacentres, as well as managing contracts to support the facilities and operational management activities associated within the organisation. He is also an experienced overseas operator having undertaken projects in many diverse locations including countries such as Kazakhstan, Nigeria, Angola, Indonesia, China, Japan and Saudi Arabia.

Paul is an articulate communicator with well developed project delivery, contract negotiation and presentation skills. He manages projects with an enviable ease and engages people with a coaching philosophy which focuses on motivation, mentoring and development. He also runs and manages end-to-end Supply Chain audits, feasibility studies and compliance assessments to help drive effective change and identify strategic opportunities and risk. Furthermore, Paul was for a number of years a successful business manager with a warehousing and logistics organisation and approached all aspects of his work with a heavy focus on the improvement of profit through cost reduction, development of markets in locations such as India and China, and through the improvement of skills in the workforce.

Paul is a MCIPS, BTEC and IACCM trainer in Procurement, Supply Chain Management, Negotiation and Inventory Management and lead author of “the Sustainable Business” published in early 2013, lead-author of “101 Tools of Procurement and Supply Chain Management” and co-author of Practical Procurement second edition. He has also published articles in a number of different journals including Supply Management, IPSCM. Intend and Marine Trader. He is a Prince 2 qualified project manager, a Six Sigma Green belt, and has UK National Security Clearance.


Meet your training course director: Andrew Neilson F.C.I.P.S. (Chartered) F.C.I.L.T.

Andrew Neilson Andrew is a professionally qualified and award-winning procurement and supply chain executive. He has led and developed procurement and supply chain functions within leading UK based, globally reaching organisations including in country management across the Americas and the Far East. He was elected as a Fellow of the Chartered Institute of Purchasing and Supply in 2016 followed closely by becoming a Fellow of the Chartered Institute of Logistics and Transport in 2017.

Andrew has now taken all of his experience into providing expertise to clients / businesses of any size with end to end procurement, supply chain and logistics training / consultancy services on a global basis. Training is delivered to all types of organisations both publicly and on-site/in-house on Supplier Relationship Management, Category Management, Negotiation, Contract Development, Operations Management, Customer Relationship Management and Inventory Management plus anything you need within an end to end Supply Chain.

  • Achieved Chartered status of the Chartered Institute of Procurement and Supply 2019
  • Elected as a Fellow of the Chartered Institute of Logistics and Transport 2017
  • Elected as a Fellow of the Chartered Institute of Procurement and Supply 2016
  • Nominated for National Travel Buyer of the Year 2012
  • Winner of Chartered Institute of Procurement and Supply – Best Purchasing Initiative 2008
  • Finalist - European Supply Chain Excellence Awards – Individual Contribution to Supply Chain within the EU 2008
  • Finalist - European Supply Chain Excellence Awards - Sourcing & Procurement 2008

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