Both new and experienced practitioners will benefit from this valuable and practical IT course as Jim Williams will roll out the principle activities and processes that will be required to execute high quality tenders and/ or bid management process for compelling documentation and in-depth evaluations. www.trueventusnews.com

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THIS WORKSHOP IS BROUGHT TO YOU BY TRUEVENTUS AND
CONDUCTED BY:
Jim Williams Managing Director
Tender Management Consultancy Ltd
“Jim has won and procured over £200million of tenders and contracts in the
public and private sector specialising in IT Bidding”
WHY YOU CANNOT MISS THIS EVENT
How to win and not lose? Winning a IT bid is just the beginning of the
process but to ensure that it is profitable is where we refer to as“not lose”.
How to get the best IT bidders coming onboard? Imagine a scenario of
only 2 qualified IT bidders among 50. Those are the 2 most important
questions that always arise in the IT bidder’s and procurer’s mindset. IT
Tendering, bidding and procuring require extreme precision in contract
building and formation to ensure that specifications, work schedules,
liability and obligations are clearly defined. People who are involved
in the procurement, tendering or bidding evaluation exercise can thus
mitigate anticipated problems, reduce performance disputes and receive
payment for work performed timely.
Anticipating the IT market , Future proofing IT specifications, latest
technologies, including IT price fluctuation instantaneously to stay
competitive in the current market are essentials to cost, proposal and
contract evaluation teams. The ideal way to learn how to achieve crucial
tendering and bidding techniques or skills to ensure all documents or
processes are critically evaluated.
Both new and experienced practitioners will benefit from this valuable
and practical IT course as Jim Williams will roll out the principle activities
and processes that will be required to execute high quality tenders and/
or bid management process for compelling documentation and in-depth
evaluations.
21 - 22 February 2011 | Parkroyal Hotel, Kuala Lumpur
Tendering and Bidding for
IT Projects
TESTIMONIALS FROM PREVIOUS CLIENTS
“JJim was hired to assist Randstad plc in winning a very lucrative IT
public sector contract. Which together we won!! I have hired TMC
again to replicate the winning formulae on our latest bid - which is
of vital importance to the strategic advance of our business in 2010.
The partnership works extremely well and Jim ’s role not only to
respond and deliver the detail of the bid but to share their plethora
of experience dealing with procurement issues gained over a wide
variety of multi-disciplined businesses. Jim’s reputation is wholly
defined upon success.”
January 11, 2010
GW - IT Recruitment Sector, Managing Director, R Plc
“I have to thank TMC for all his hard work and support in writing
the IT bid and interview preparation for a major 4 year Government
tender which my company was recently successful in winning. After
the tender was submitted we were up against 4 other companies at
the presentation stage. It is a major achievement to win such a large
IT contract and it could not have happened without Jim’s excellent
professionalism and detailed IT knowledge of local authority tender
management. Thank you to Jim and the team and I look forward to
working with you again in the near future.
KOH - IT Implementation & Bid Manager - SE plc
“Really enjoyed the seminar and no longer fearful of tenders, as it
remindedmesomuchofwhenItrainonInterviewTechniques–that
mightsoundstrangebutitisexactlythesameprocessyoudescribed
for tendering. I have always left this sort of thing to colleagues, but
now ready and raring to go’’
CB - University Sector, LJMU
“Jim is the best at what he does! If you want to win tenders, and
move your business forward- Jim is your man!”
RD - Business Strategy Consultancy Sector, Managing Director,
BD Ltd
“Jim has made us take a huge step change advance in the way we
operate our business, and have now embraced tendering as part
of our business development matrix. We now present professional
detailed bid documentation and Jim’s coaching helped us get
through to the final stage beating over 100 competitors in our first
serious bid. Jim has been supportive, with an amazing work ethic
often helping us revise documentation well into the night to meet
bid deadlines. We will be using him in the future on all of our bid and
tender presentations. I recommend Jim without reservation.”
David Ritchie - Training & Development, Head of Corporate
Business Development, The Outward Bound Trust
Follow on us

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Register Now
T: +603-2711 0701
F: +603-2711 0703
E: dillony@trueventus.com
After graduating from John Moore’s University in Liverpool, Jim Williams displayed a talent for tendering and procurement
processes, a skill he has developed over a period of 15 years as a Managing Estimator, Procurement Manager, Head of Supply
Chain Management and Project Leader for a major international construction companies. Jim then worked within his own
extremely successful family–run business within the education and public sector for a number of years, growing from a small
turnover to £25m per annum. He then successfully managed the sale of the business in 2001.
Since then he has carried out assignments with a number of FTSE 100 companies and SME’s. He has developed excellent
sales skills, having been a former sales director within a national education group, national key account manager for one of
the UK’s leading recruitment construction companies and also leading multi sales and account management teams for large
corporate companies.
He is based in Liverpool, who supports SME’s and plc’s in tendering in both public and private sector. Jim has successfully
delivered a number of seminars in the UK and Internationally“Effective tendering and how to win more business in the
public sector”to a large number of companies. Jim has won and procured over £200m of tenders and contracts in the public
and private sector.
Current client sectors where Jim provides tendering support include IT, construction, recruitment, PR & marketing,
professional services, oil & gas, Financial and HR, coaching and leadership. Jim uses his skills in preparing successful
prequalification and tender documents to great effect as he has spent a great deal of time evaluating and assessing these
documents, therefore identify exactly where and how to win these bids. and also bring his skills and knowledge acquired in
different industries, counties and sectors to transfer to his Masterclasses
About Your Course Leader
Tendering and Bidding IT Projects
WHO SHOULD ATTEND?
Business professionals who are involved in:
• Business Development
• Business Proposal
• IT and Telco Projects
• IT and Telco Bidding
• Bidding
• Tender
• Tender Evaluation
• Contracts
• Pre-Contracts
• Commercial
• Projects
• Costing and Estimations
• Business Analysis
• Legal
From accross all industries especially:
• IT and Telco Solution Providers
PROGRAMME SCHEDULE
0830 Registration and coffee
0900 Morning session begins
1030 Morning networking break
1300 Networking luncheon
1400 Afternoon session begins
1530 Afternoon networking break
1730 Course concludes
KEY BENEFITS OF ATTENDING
• Heightening your chances of winning public or
private sector contracts
• Gaining valuable evaluation techniques from a
buyer and supplier viewpoint
• Reviewing key principles with practical winning
tender examples in IT procurement, tendering and
bidding to alleviate your critical evaluation in a
step by step process
• Achieving operational excellence and improve
your service to client
• Understanding how to write persuasively to
influence your clients

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Session One
Buyers and suppliers analysis: Examining the positions and differences in the IT
tendering process within the public and private sectors
• Understanding the IT Market Opportunity - where to source IT bids globally
• Qualifying IT process with feasibility study
• Evaluation Insight: What do buyers want and what are their primary targets?
• Identifying the key influencing factors on purchasing a IT supplier
• Buying from the private and public sector - Determining the differences
• Understanding key Procurement Rules and Type of Contract that is applicable to the
project you are bidding for
• Acknowledging the supplier position in the supply chain
Group Exercise:
Activity - examples of the different approaches with a IT case study at end of session of a
world class pre-qualification questionnaire to gain an IT effective supplier
Session Two
Deploying and designing primary process of tendering and bidding – tips and
tricks with do’s and don’ts
• Understanding the various types of tendering process and how to build professional
relationships
• Lining up the planning process - Is 3rd party needed?
• Avoiding overpromising and over compromising situation while identifying the right
approach depending on the type of tender
• Selecting a IT team and managing a bid – The criteria hunters
• Crucial elements and documents to include in your IT tender
• Defining a technique that works and devising the right evaluation criteria to select
best IT provider and value for money
Activity
1. Examples of a IT proven toolkit - how to create your own internal tender toolkit designed
to reduce time spent in preparing tenders and improving your strike rate
2. Examples of identifying gaps in the specification / scope of works to your advantage
Session Three
Planning process, anticipating changes and decision making strategy -
Developing a winning bid strategy and tender process whilst improving your
tender documents
• Setting up a winning bid strategy - developing a quality tender process and
understanding key factors in‘Decision to Bid’
• Embracing and mastering the“20 Golden Rules”when Tendering
• Overcoming a last minute change of IT strategy and coping with the change –
Successfully anticipate and plan a better time line
• Maximising your company and team experience - how to improve your IT case
studies and CV’s so you can score higher marks
Activity
Working in teams to develop a world class tender process and putting the golden rules into
practice; viewing an example of a winning IT case studies and team CV’s.
Session Four
Detailed Stats Attack! - Buyer and supplier behavioural study in different
categories
• Analysing the mentality of IT industry and country specific that are price-concerned
• Measuring, capturing, and retaining value – How to know whether you are
overpricing or under pricing in some country?
• Exploiting new markets mentality and opportunity
Case study on Various Winning Pricing strategies
Session Five
Tips corner - Keeping focus on‘How to Win’
• Pre-tender meeting – setting up the IT bid team to compile and manage the winning
tender
• Familiarising the evaluation process in terms of quality and price
• Understanding the clients core needs and challenges
• How to link these challenges with solutions, backed up with evidence
• Knowing where to sell and include this information within the tender document
• Reducing conflicts, dispatching excellent team work strategies and setting a good
coordination with project team
Activity
an example of a IT buyer evaluation and how they marked the bid - what areas where
crucial to winning this bid. Introduction to key tender and persuasive writing skills
Questions & Answers - Final review and Summary of the day’s learning including outcomes.
Session One
Technique Catch - Improving on tender Writing Skills and Information
Mapping
• How to write persuasively to influence a IT buyer
• Paying attention to the“Ten deadly sins”in Tender Writing
• Seven Client Centred Questions
• Five ways to achieve clarity
• Four key writing techniques which are proven to win more tenders
Activity
Examples of the different writing styles, where to include them in the IT tender with a
case study at end of session detailing how a supplier’s writing style has influenced a
buyer with an executive summary. Example of a winning tender - viewing the writing
style, presentation and format
Session Two
Risk control information downloads – In-depth studying of the Key Contract
Conditions and successfully managing risks
• Understanding the key risks in the tender process and best strategies to mitigate
these risks
• Exercising contract monitoring via Key Performance Indicators - how to use these
to your advantage
• Key contract clauses to look out for - developing key negotiating skills to reduce
risk
• Identifying key project deliverables and producing a world class project start-up
agenda
• Capturing the strategy of risk management and re-evaluate your negotiation and
pricing strategy
Activities
1. Examples of a IT risk agenda and risk management policies - how to create your own
tender project risk register
2. Examples of IT risks - identifying key contract clauses and negotiating contract letters
3. Examples of a proven ‘Kick off meeting’ Agenda - what key items to include within
your tender
4. Major project - case study - which team is going to win this contract!
Session Three
Target setup - Getting to grips with the detail of the tender and project
delivery
• Defining the scope of works and finding the angle to win
• Monitoring the clarifications (asking strategic questions)
• IT Pricing strategies and Pricing Evaluation techniques
• Setting priority requirements and filtering bids
• Attaining a better deal – Learning the power of bargain and soliciting better bids
• Performing due diligence to ensure the deal will work and effectively debrief the
unsuccessful bidders
Some activity
1. Previous tender example and approach to winning bids; examples of different tender
pricing evaluations with different winning pricing options across sectors
2. Group exercise - task to specify, price, negotiate and win a project
Session Four
Impress, amaze and prevail! – Absorbing the best tender presentation tips
The final stage of the tender process can result in a pitch in front of the client and other
stakeholders - learn how to make a great first impression with 10 tips to stand out from
the crowd.
• Utilizing and embracing the law of attraction
• Confident builder - Developing beliefs in your style and presentation
• Spotting the common mistakes in presentation
Case study: Example elements of a world class pitch
Session Five
Implementing tender Surgery and conducting failure analysis in post mortem
• Exploring weaknesses of previous tender and improvising
• Rectifying mistakes that can swing the decision-making process unfavourably
• Setting up post mortem to analyse failure
Activity
Delegates will have an opportunity to bring live / previous IT examples of tendering issues /
documentation for tailored and strategic advice and improvement on a 1-2-1 basis
Questions & Answers - Final review - 2 day learning outcomes and future action plan.
DAY 1 DAY 2
Register Now
T: +603-2711 0701
F: +603-2711 0703
E: dillony@trueventus.com

4. 4
Tendering and Bidding
IT Projects
REGISTER NOW
Dillon Yong
Tel: +603-2711 0701
Fax: +603-2711 0703
Email: dillony@trueventus.com
SPONSORSHIP OPPORTUNITIES
Limited packages are available. For
further details, contact Aravind Menon
+603-2711 0701
aravindm@trueventus.com
TERMS & CONDITIONS
1. The course fee is inclusive of the event proceedings,
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21 - 22 February 2011 | Parkroyal Hotel, Kuala Lumpur