In today's competitive business environment, ability to write a compelling proposal could mean the life, or death, of a business. Winning a project requires not a competitive rather a compelling strategy. This course is designed to take you through the process of differentiated thinking for developing winning proposal.
This course covers:
An Overview of Procurement Process
Capture Team Management
Pre-Planning & Win Strategies
Analyzing RFTPs and Other RFX
Proposals Development & Submission
Post Proposal Activities
Negotiation & Contract Award
Project Management Hand-Over
Participants will gain knowledge to:
- General Procurement Principles
- Project pipeline & Capture Team Strategy
- Effective Proposal Development Process
- Analyzing Competitors’ Strategy & Teaming
- Creating Differentiators as Compelling Strategies
- Understand the evaluation process
- Ways to negotiate
- Handing over to project management upon award
Who Should Attend:
General Constructors, Sub-contractors, Suppliers, Engineers, Designers, Architects, Consultants, Bid/Proposal Manager, Subject-Matter Experts.
Balarama Iyer, a multi-sector market leader with over 29 years’ of global experience in socio-economic infrastructure development under diversified delivery (PPP/AFP, IPD, PFI, IPP & Traditional.) models and indulged in pursuing over $50 billion, is a ‘strategic advisor' for public and private sectors. He is currently a Senior Manager, PPP within Rail & Transit Division at WSP Canada. Iyer became an “enabler” of Go-To-Market (G2M®), Channel-To-Market (C2M®) and Multi-Sector Marketing (MsM®) Strategist for public and private sectors and in advisory role, guided structuring pre-market and in-market activities up to financial close, followed by program delivery including managing contracts, risks, changes, claims and dispute resolution teams. The multiplicity of industry exposure allowed Iyer to lead value-engineering & construct-ability for optimum O&M services to achieve performance target of Transit, Transportation, Power incl. Renewable Gen, T&D, Special and Industrial projects.