Persuasive Tender & Proposal Writing (Professional Development)

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Date: Tuesday, 20 February 2018 to Tuesday, 20 February 2018
Address: SYDNEY, NSW Australia
Place: Sydney CBD, provided to confirmed attendees
Total Price: $1,250.00
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If you are experiencing difficulty registering online, please email nsw@consultaustralia.com.au

 

Registration price: Member $990.00, Government $1100.00, Non-Member $1250.00

 

 

Persuasive Tender & Proposal Writing

 

Whether you’re a seasoned proposal writer, or have never written a proposal before, this workshop will give you a better understanding of what makes a winning proposal and how you can contribute to your firm’s success. We will cover how to:

1.     Review and critique your own proposals, identifying “quick wins” to dramatically improve the style, substance and relevance of proposals;

2.     Craft win themes and key messages that represent what the customer most wants, what you can best deliver, and what positions you most favourably against competitors;

3.     Understand the “question behind the question” in buyer briefings, and tell buyers what they really want to know;

4.     Substantiate your claims with persuasive evidence;

5.     Approach customers for high-value testimonials and case studies;

6.     Structure your writing for clarity and persuasiveness;

7.     Sell the value in your fees,

8.     Design and present your proposals for maximum readability and impact; and

9.     Target your effort and energy where it will help you to win.

 

 

 

 

About the Program Facilitator: Robyn Haydon

 

Robyn Haydon is a business development consultant whose customers have won hundreds of millions of dollars worth of business with many of Australia’s largest corporate and government buyers. Since 2001, Robyn has specialised in helping suppliers in complex services industries to navigate the treacherous waters of the competitive bidding and tendering system, and she works with firms in engineering, project management and construction, logistics, IT, and human services.

 

Robyn has trained hundreds of people in her Persuasive Tender and Proposal Writing Master Class program, including engineers, construction firm staff and project managers, and regularly runs workshops around Australia for members of The Executive Connection (TEC) on the topic of pursuits, proposals, and customer retention and growth.

 

She is also the author of three books on business development. Her first book The Shredder Test – a step-by-step guide to writing winning proposals, was an Institute of Management bestseller. Her second book,Winning Again, deals with the issue of how to retain and grow your most important contracts and customers when you are forced to compete for them again. Her latest book isValue: how to talk about what you do so customers want to buy it.

 

 

 

What others have had said about Robyn’s program:

 

"I used the bid strategy framework for a feasibility study kick off meeting to derive themes to carry throughout the document. The CEO said it was the first time in 3 years that anyone had understood what he was trying to achieve." Scott Jose, Premier Project Services

 

“A great course that I strongly recommend to others. I have learned the importance of content planning and creating a bid strategy, enabling me to write much stronger persuasive content, and in a shorter timeframe. My most recent proposal was well received by the reviewers, with a clear bid strategy, strong Purchaser Value Topics and concise evidence-based content.” Gareth McSweeney, Beca

 

“A very informative, enjoyable and well-structured course. I learned a lot, particularly about creating value propositions and writing Executive Summaries. I’m also thinking more about the client’s perspective and taking more time to plan proposals.” Ben Ferguson, Norman Disney & Young

 

“The course has been excellent. Working through the Bid Strategy development format for a larger engineering investigation proposal provided me with a good structure to approach the writing.” Robert Conaghan, CH2M Hill

 

“I have experienced many wins since starting the program and my bid writing style has changed markedly. I now have more confidence to focus on aspects outside of price.”  Anthony Emmerson, Operations Manager – Infrastructure, Taylors Development Solutions

 

 

 

Event details:

 

Tuesday 20 February

8:30am – 5:00pm (registrations open 8:00 am)

Sydney CBD, provided to confirmed attendees

 

$990 Members

$1100 Government

$1250 Non-Members

 

(All prices include GST)

 

Tea, coffee, a light breakfast, morning tea, lunch, and afternoon tea will be provided.