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Going Out to Tender

A programme for all commercial and contract teams on how to create an effective, efficient and successful tender.

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  • Format: Bespoke training

Course Overview

In business as in life, courtship is all important. Your Invitation to tender (ITT) is the crucial opportunity to attract the very best suppliers to your business and to establish the ground rules for a successful and value for money procurement. Tendering is a costly business. To avoid common pitfalls it’s important you have a comprehensive understanding of all stages of the process and make relevant decisions about how you will undertake the process at the outset: from choosing the most appropriate process to deciding how to manage yourself internally and managing and evaluating the necessary documents.

This in-house programme will ensure your commercial and contracts team will:

  • Have a range of procurement strategies which are vital to a good tender process
  • Know the legal terrain pre-contract award and know their obligations to avoid potential litigation
  • Understand the pros and cons of e-tendering and provide some tips to help them use the technology wisely


Developing a procurement strategy
A good tender process starts with a clear strategy. A range of approaches and models are introduced to ensure you get off on the right foot:

  • How to develop a procurement strategy
  • Plotting our position on The knowledge continuum™
  • Bundling services

Creating the specification

Turning a need into a specification can be fraught with difficulties for the unwary. We need to develop an appropriate specification that will meet our needs now, and for the duration of the contract. We look at what typically happens when the wrong specification type is used and how to avoid pitfalls.

  • Different specification types – and when to use them
  • How to develop a statement of requirements
  • Choosing the right specification type

The legal framework

Staying on the right side of the law is always a good idea – and certainly when going out to tender. Tendering is a minefield for potential litigation, and suppliers are increasingly prepared to go out to bat if they feel they have been wronged. You enter the legal terrain pre-contract award and you need to know your obligations.

  • Invitation to treat
  • Bidders rights
  • IPR & fairness

Going out to the market

This stage requires excellent judgement and project management skills. It’s about getting all the information you need, without being swamped: Choosing the right number and type of suppliers, asking the right questions and setting adequate timeframes for suppliers to provide the information you need – without being turned off by onerous requirements. We look at the options:

  • Designing your process: the options
  • Creating your pack
  • Identifying potential suppliers

There is a wide range of platforms and technologies promising to make tendering easier: from issuing potential suppliers documents, handling supplier proposals through to full e-auctions. We look at the pros and cons of e-tendering and provide some tips to help you use the technology wisely.

  • Growth and role of technology
  • Limitations
  • Auctions

Evaluating bids
You can find yourself drowning in irrelevant information and, at worst, have no way to meet your legal obligation to consider all bids. This is an extensive stage that covers handling incoming bids though to developing a scoring mechanism and approach for the evaluation of multiple bids.

  • Incoming traffic: receipt to opening
  • Scoring mechanisms
  • Evaluation: mechanics, scoring, stakeholders

Supplier selection

We now have a league table of suppliers from the very best to those less well equipped. The task is now to work with the top of the league to get the very best offers on the table prior to awarding a contract. We need to test their strengths and reduce any apparent risks.

  • Developing a virtual supplier model
  • Moving to preferred bidders
  • Bid engineering

Contract award

It’s seductive to think you are on the home run having decided to award the contract to your preferred bidder. But this is where the real negotiations start: the battles of terms and conditions and transition arrangements are still to be won.

  • Post tender negotiation
  • Terms and conditions
  • Troubleshooting: tips and traps

Rod Lewis

More details

Run Going Out to Tender Bespoke training for your team

2 days

Typical duration

Pricing from:

  • GBP 800
  • Per attendee
  • Course tailored to your requirements
  • At your choice of location, or online


We don't have any currently scheduled dates for this course but we can customise it to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.

Contact our in-house training expert Aleksandra Beer to discuss your requirements:

Multiple colleagues?
Talk to one of our training experts to discuss how to:

Run this course conveniently and cost-effectively in-house for your staff and colleagues

Aleksandra BEER
Training expert

+44 (0)20 7749 4749