BMI Bid Management Foundation Training

BMI Bid Analysis Training: For Bid Managers 

BMI Response Coaching Training

 


  

Bid Management Institute

The Bid Management Institute conducts three training programs designed to empower your people, enhance your existing Bid Management process (regardless of its level of maturity), reduce your bidding costs and increase your win rate.

Training is conducted once a year in the Bid Management Clinics held in Sydney and Melbourne.

Training is also conducted on site for clients in Australia, Singapore, Japan, India and Hong Kong.

BMI has trained over 1,250 people in bid management process since 1994

Here's a sample of our client's view of BMI's Training:

  • The course was excellent. Being a Bid Manager 'newbie' I could have done with a terminology list at the beginning.
  • The mechanism for "analysing" the requirements for the bid, so as to miss nothing!
  • The means by which Authors are provided guidance so as to produce a "quality" outcome.
  • The process for ensuring reviewers actually add value to the process
  • The "war stories". It's always interesting to hear from those who've "been there and done that".
  • The methodology gives Bid Managers the ability, tools and techniques to lead a team (in conjunction with the Bid Leader) to prepare a winning response as opposed to taking on too much responsibility for doing it all themselves.
  • The planning upfront on the analysis and categorisation is invaluable.

  • The Bid Management task list is excellent.

  • A framework for all Bid Management, codifying a process that is not yet formalised to enable a level of standard and structure that will readily allow movement of people in and out of a bid while maintaining a high standard. Less reliance on key people and so less stress on the employees.

  • An introduction to structured bid management for newbies that will start them on a relevant bid management approach for X Company without heavy support in the basics. Avoid bad habits from the start.

  • A framework for reviewing bid management to determine lessons learned and the need for assistance in the bid itself. An experienced BM can quickly assess quality.

  • An opportunity to increase our win rate against the competition.

  • A tool that will ease the supervision load on the current experts of those less experienced.

  • Increased maturity and discipline in bid management, a shift from the master and apprentice model with all the black art wizardry that implies.

What's New

We are currently trialling 2 new courses: Requirement Analysis for Solution Architects and How to Answer a Response Requirement (for Subject Matter Experts).

These will be released in the second half of 2010.

At the end of 2010, BMI will launch the Bid Management Institute online. This elearning portal will offer our traditional courses in a rich, interactive multi-media environment where participants will be able to pace their learning to balance the demands of their job.

 
 

What is it?

BMI Bid Management Foundation Training is the first of five Training Programs offered in the BMI Suite to empower your people, enhance your existing Bid Management process (regardless of its level of maturity), reduce your bidding costs and increase your win rate to ultimately provide your organisation with a repeatable standard for the management of Bids.

BMI Bid Management Foundation Training is a two-day intensive formal training program where we transfer our skills to your Bid Managers to provide them with the key competencies required to manage bids. The program features key areas of learning:

 

Project Management  –  a roadmap for Bid Management made simple!

  • Resourcing the Bid – team member roles and responsibilities and details of how to best use the best people
  • Tasks and Tasking the Bid Management team – a detailed Tasklist that acts as a road map to get you there without having to guess
  • Scheduling the Bid – milestones and timeframes to time manage the bid
  • Communicating with everyone – the agendas and timings for key meetings, workshops and coaching sessions to communicate with the team

 

Audit, Documentation, Governance, QA Management  – the tools needed to keep track of everything!

  • Analysing the Requirement  – analyse what the Purchaser wants in terms of the actual service/ product and what they will and won’t pay for
  • Assessing the Opportunity (post-release) – assess if the opportunity is for you
  • Forms – keeping an auditable track of where the Bid is at any time during the Tender process
  • Conducting Solution Audit Workshops - ensure the Team agrees the Purchaser’s requirements before Solution development
  • Reviewing – review the Response before it is submitted

 

Approach  –  a very different mindset, know the Purchaser!

  • Analysing the Tender –a unique, patented process that allows you to know exactly what the Tender is about
  • Scoring the Bid – evaluate your Response so you understand how you will rate in the Purchaser Evaluation process after the bid is submitted
  • Response Coaching – guide and support the Subject Matter Experts to ensure consistency and the production of a competitive bid

 

When is It Held?

The BMI Bid Management Foundation Training course will be conducted in Sydney on 13 an 14 July 2010. Downloas an pllication form Application_Form_Bid_Mgt_Training.pdf. All participants receive a complete BMI Bid Management kit. Click here for more information: http://www.bidmanagement.com/page/tools.html

For more information email us: dpa@bidmanagement.com

What is it?

BMI Bid Analysis Training is the second of five Training Programs offered in the BMI Suite. This Training is undertaken following the BMI Bid Management Foundation Training (usually within a week or two).

BMI Bid Analysis Training is a one-day intensive formal training program where your Bid Managers build on the specific Bid Analysis skills learnt during BMI Bid Management Foundation Training.

We focus on assisting the Bid Managers to apply their Bid Analysis skills to a Tender Document previously used by your organisation, and then use the information analysed to complete the BMI Forms Pack and undertake related tasks from the BMI Tasklist.

 

The program features key areas of learning:

Response Requirements  –  provide what the Purchaser wants you to submit!

  • Tender Process – understand bidding within the Purchaser’s tendering process, identify the rules they set that you need to follow and know how your Offer will be evaluated
  • Response requirements – identify all of the requirements the Purchaser wants you to respond to and how you need to respond
  • Submission requirements – identify what formats the Purchaser wants the Response in, and where, when and how to submit the Response

 

Service Delivery Requirements  – offer what the Purchaser wants to buy!

  • Deliverable requirements  – understand what the Purchaser wants to buy, how they want it delivered and know what they will and won’t pay for
  • Delivery Context  – identify what the Purchaser wants to achieve from delivery

 

When is It Held?

The BMI Bid Analysis Training course is run twice a year in as part of our Bid Management Clinics and we also conduct this training for our clients.

For more information email us: dpa@bidmanagement.com

What is it?

BMI Response Coaching Training is the third of five Training Programs offered in the BMI Suite. This Training is undertaken following the BMI Bid Analysis Training (usually within a week or two).

The BMI Response Coaching Training is a one-day intensive formal training program where your Bid Managers build on the specific Response Coaching skills learnt during the BMI Bid Management Foundation Training.

We focus on assisting the Bid Managers to apply their Response Coaching skills by developing Response Coaching points against a Tender Document previously received by the organisation, and then using the points to practice delivering Response Coaching to their fellow Training participants.

 

The program features key areas of learning:

Developing the Points – working out what guidance to provide Subject Matter Experts to give them the best start!

  • Analysis – understand the rules the Purchaser has set that need to be followed when responding and know how each Response will be evaluated
  • Response requirements –identify each
  • Response Requirement, understand what each Response Requirements is asking and how you need to respond
  • Guidance and Support structure – decide the organisational guidelines such as tone, length, structure and deadlines for the Responses
  • Book everyone in – organise the Response Coaching schedule to include every Subject Matter Experts

 

Delivering the Coaching – guide and support the Subject Matter Experts!

  • Get everyone started  – meet with, discuss and guide the Subject Matter Experts to develop Responses that meet the needs of the Purchaser
  • Follow up with everyone  – making sure everyone is on track and on time, and supported