Advanced Certificate in Bid and Tender Management (ACBTM™)
The ground breaking, globally recognised, Certified Training Program for the modern-day procurement and sales professionals.
Overview
Advanced Certificate in Bid and Tender Management (ACBTMTM)
The Advanced Certificate in Bid and Tender Management: ACBTM™ is a comprehensive and interactive programme designed to equip professionals with the specialist skills needed to excel in the highly demanding world of Bid and Tender Management. This certified course is tailored to help delegates become indispensable assets to their organisations by mastering the complexities of the bid and tender process in today’s fast-paced commercial environment.
This course empowers participants to manage every stage of the Bid and Tender process effectively, providing a dual perspective from both buyers and suppliers. Delegates will learn how to issue clear and effective Invitations to Tender (ITTs), craft compelling bid responses, and align strategies to create value for both parties. By focusing on a balanced approach, the course ensures contracts are structured for mutual success, meeting organisational goals while addressing stakeholder needs.
Recognising the growing importance of sustainability in modern business, the course emphasises the integration of sustainable procurement practices. Delegates will explore how to incorporate Environmental, Social, and Governance (ESG) principles into their bid and tender strategies to drive long-term value creation and ethical outcomes. Additionally, the course will discuss the implications of Artificial Intelligence (AI) on Bid and Tender Management, providing insights into how AI is reshaping procurement strategies and decision-making.
In addition to technical expertise, the programme develops essential soft skills such as communication, stakeholder management, persuasion, and negotiation. Delegates will gain the confidence to build ethical and trust-based relationships, tackle strategic challenges, and manage stakeholder expectations effectively.
The course features a combination of case studies, practical exercises, and interactive discussions, encouraging participants to share experiences, explore innovative ideas, and apply their learning to real-world scenarios. Full course notes, templates, and other resources are provided, ensuring participants can implement their knowledge immediately upon returning to their organisations.
Benefits of attending
By attending this in-depth 4-day ACBTM™ program, you will:
- Gain a comprehensive understanding of bidding and tendering
- Acquire in-depth knowledge of the procurement cycle
- Master effective stakeholder management techniques
- Develop a clear approach to identifying business needs
- Learn how to analyze markets, customers, and suppliers
- Understand how to create high-quality specifications
- Navigate the tendering process with confidence
- Effectively develop Invitations to Tender (ITT)
- Understand the full sales cycle
- Master the bidding process from start to finish
- Learn how to price bids effectively
- Develop winning bid strategies
- Optimize bid submissions for success
- Apply bid evaluation techniques
- Leverage technology in tendering for greater efficiency
- Enhance your negotiation skills for successful deals
- Adopt best practices for bidding and tendering excellence
Who should attend?
- 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.
Your trainer
Meet your course director:
Patrick S. Woods, BS, CPSM, CPSD, C.P.M., CPIM
For the past 30 years, Patrick S. Woods has had the phenomenal opportunity to work and train with over 300 companies in the U.S., Saudi Arabia, Asia, Netherlands, Middle East, Africa (Uganda, Ghana, Nigeria and South Africa), India, Central America, Former Soviet Union and Latin America in various facets of SCM, including training, certifications and consulting solutions.
Patrick has a wealth of experience in materials management and supply chain consulting solutions for high volume, fast paced organizations such as Emerson Electric, EDS, Clark Equipment, Intergraph, Perot Systems and NEC. He was also an adjunct professor at the University of North Texas specializing in logistics, transportation and marketing.
He now offers various SCM trainings in collaboration with Missouri State University, USA.
Certifications and publications:
Patrick has the following credentials:
CPIM- Certified in Production & Inventory Management (through ASCM)
CPSM – Certified Professional Supply Manager (through ISM)
CPSD – Certified in Supplier Diversity (through ISM)
C.PM. – Certified Purchasing Manager (through ISM)
Certification
The International Federation of Purchasing and Supply Management (IFPSM) – Accredited Certification
The Advanced Certificate in Bid and Tender Management: ACBTM™ is certified, through independent assessment and accreditation, by the International Federation of Purchasing and Supply Management (IFPSM) PAS Standard. The accredited certificate reinforces our commitment to assuring the highest recognised Quality Standards in delivering and assessing Programmes internationally.
The International Federation of Purchasing and Supply Management (IFPSM) is the union of 48 National and Regional Purchasing Associations worldwide. Within this circle, about 250,000 Purchasing Professionals can be reached. IFPSM facilitates the development and distribution of knowledge to elevate and advance the procurement profession, thus favorably impacting the standard of living of citizens worldwide through improved business practices. The term procurement is taken to embrace purchasing, materials management, logistics, supply chain management and strategic sourcing. Read more on: www.ifpsm.org
Training Methods
BMTG (UK) ltd 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, and a final examination.
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.
Course Outline
Module 1: Introduction to bids and tendering
- What is Bidding and Tendering all about?
- What makes a good Invitation to Tender (ITT)?
- What makes a good Bid?
- Why is it important?
Module 2: 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 – formalizing the buyer/seller agreement
- P2P (Purchase to Pay)
Module 3: Stakeholder Management
- Stakeholder mapping – who do we need to involve?
- Stakeholder analysis
- Involving the stakeholders
- Communicating with the stakeholders
Module 4: Identifying the need
- Business alignment and cross-functional working is key
- Baselining – where are we now, and where do we want to be?
- Gathering requirements
- Needs – not wants
Module 5: Markets, customers and suppliers
- Analysing markets – Porter’s Five Forces and other tools
- How do buyers look at suppliers? – Kraljic Matrix
- How do suppliers look at customers? – Supplier Preferencing Matrix
- Analysing external influences – PESTLE ANALYSIS
- Finding the match – the right supplier for the right customer
Module 6: Writing the specification
- From requirements to a specification
- What makes a good specification?
- What should and shouldn’t it include
- Output- and outcome-based specifications
- Understanding value and costs
Module 7: The Tendering Process
- The tendering process from A to Z
- Fairness and transparency – avoiding corruption in all its forms
- Awarding the contract – with an emphasis on value
- Giving feedback to the bidders
Module 8: Putting together the Invitation to Tender (ITT)
- What’s in a name – ITT, RFP, RFQ and PQQ explained
- Supplier short-listing and auditing
- Who does what? – good organisation is key to success
- Contents of a good ITT
- Understanding and applying Terms and Conditions
- Starting with the end in mind – good evaluation criteria
Module 9: Understanding the sales cycle
- The sales lifecycle from A to Z
- Approaching the prospect
- Writing and presenting the bid
- Handling objections and closing the sale
Module 10: The bidding process
- Utilizing the TEAM approach
- The bidding process from A to Z
- To bid or not to bid – the bid /no-bid decision
- Writing, reviewing and submitting the bid
- Getting the response you want
Module 11: Pricing the bid
- How do we compare?
- Utilizing the Ansoff Matrix
- Understanding the six pricing models
Module 12: Making a winning bid
- What are the aspects of good communication?
- Demonstrate your USPs – Unique Selling Points
- Understanding your message and customer
- Proper ways to pitch to your evaluator
Module 13: Submitting the bid
- Putting together the bid
- Incorporating Sustainability initiatives
- Making a winning bid
- Who does what? – good organisation is key to success
- Contents of a good bid
- It’s all about winning!
Module 14: Bid evaluation
- Bid evaluation techniques – informal and formal
- Weighting and scoring – keep it simple!
- Bid evaluation principles
- Questions and weightings
- Award criteria – the MEAT approach
Module 15: Utilizing technology in bidding and tendering
- What is e-procurement/sourcing and how does it work?
- The applicability of Reverse Auctions
- Incorporating digital tools for bid management
- Evaluating tools and platforms
- Benefits of AI-powered proposal evaluation
- Cyber security and data protection in tendering
Module 16: Negotiating the deal
- Understanding key negotiation acronyms
- What are required skill sets?
- Applying the eight steps of Negotiation
- Utilizing the Buyer/Seller Positioning matrix
Module 17: Six Additional Bid and Tender Best Practices
- Innovative proposal design
- Risk Management in bid projects
- Bid management for complex projects
- Collaborative bidding and joint ventures
- Cross-cultural considerations in global tendering
- Emerging trends in procurement
The program will include a series of group exercises, and case studies with a high level of delegate interaction.
ACBTMTM Examination – Only those who successfully complete the examination and participate effectively in the program case studies will receive the Advanced Certificate award
Schedule and Pricing
Prices
- Super Early Bird PricingBook and pay before 17, February 2025$2,900.00
AED10643excl VAT tax 5% - Early Bird PricingBook and pay before 24, March 2025$3,200.00
AED11744excl VAT tax 5% - Standard Pricing$3,500.00
AED12845excl VAT tax 5%
Download Brochure and Articles
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