Getting Involved with Bids and Tenders

The purchasing team of an international engineering company based in the UK were concerned they were missing the opportunity to add value to the bids process. As a result they were looking to find a way to expand their knowledge of bids and tenders to enable them to become involved at the most appropriate point and add value to the overall process.

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Background

Background

Background

The customer is the UK arm of an international engineering organisation

The customer is the UK arm of an international engineering organisation, designing and manufacturing equipment for use in the transportation, aerospace, defence, financial and security sectors. Working in partnership with many well-known organisations and government bodies, the organisation is instrumental in many aspects of daily living including travel, banking and safety in the UK. With thousands of staff worldwide the organisation has considerably complex training requirements, and recognising the need for on-going people development to help build a sustainable future, they ensure L&D within the workforce is a top priority.

Problem

problem

The Problem

The customer is the UK arm of an international engineering organisation

Due to the ever present need to win new contracts, the bids process of the customer organisation is an integral part of the business. However within the department are several distinct teams, all of whom contribute in different ways to the bids process. One such sub-group is the purchasing team who had raised concerns about possibly missing out on the chance to add extra value to the bid process, due to a lack of understanding of what it entailed and at what point they should become involved. The team were therefore seeking to better understand the process, expand their overall knowledge of what was involved and identify ways to use their expertise to improve the outcomes. This knowledge would enable them to become involved at the most appropriate point and add value to the overall process.

Solution

solution

The Solution

The customer is the UK arm of an international engineering organisation

The initial idea proposed by the customer was for the relevant individuals to attend one of TLD’s core courses on bid and project management. However after further discussion and a more in-depth assessment of the purpose of the training and desired outcomes, it was agreed that the existing bids and project management course would be too broad to be of use to the team, and would not be the most cost-effective way to achieve the desired goals. What the team were aiming to achieve was to better understand the bids process and at what point would be most beneficial for them to become involved. They also needed support in finding ways to communicate their value to the bid team to enable them to become actively involved. The solution was to provide a bespoke intervention focussing purely on the elements relevant to their needs. It was also concluded that the session needed to be facilitated by someone with the expertise in bids, but who could also offer coaching and support in personal development aspects e.g. communication and negotiation. 

Training

Training

The Training

The customer is the UK arm of an international engineering organisation

The programme agreed upon was a one day workshop run for the 15 team members which addressed the areas of bids and project management, as well as how to more effectively engage with the process and add value. The bid and project management aspects were delivered in an interactive way offering individuals the chance to explore the process and ask questions as the day progressed. In addition to this there was a strong focus on the development of personal effectiveness skills, such as communication, negotiation and team working. This was then coupled with group and individual coaching addressing specific areas of need. To help embed the learning, the group were also tasked with creating their own case study to demonstrate how they have utilised the information from the training. This task is to be completed over the coming months, and the group will be asked to feedback on their experiences in using their new skills.

Challenges

Challenge

The Challenges

The customer is the UK arm of an international engineering organisation

Unclear objective – Initially when the customer approached TLD, they presented their objective as needing to attend a bid and project management course to improve the team’s knowledge. It was felt that this was not a comprehensive or specific enough objective, and hence TLD engaged in further communication with the customer to better understand exactly what it was they wanted to achieve as a result of the training. To help encourage this dialogue it was important to develop a sense of trust between the two organisations, and clearly demonstrate TLD’s expertise and knowledge in the field. Once this had been established it allowed for a much more constructive discourse, and ultimately led to a more cost-effective, and appropriate solution to be developed. This ensured that the objectives and expected outcomes of the customer could better be met, and that the training would be of more value to those attending.

Outcomes

outcomes

Outcomes

The customer is the UK arm of an international engineering organisation

Initially the purchasing team requested to attend the existing bids and project management course run at TLD, however after consultation it was concluded that this was not the most effective way to meet the goals of the team, and thus an alternative plan was introduced. Once the general outline was conceived, there was a period of significant revisions to ensure the final product perfectly met the needs of the individuals being trained. Furthermore, while it was intended to be a one-off bespoke session it has evolved into something that can be utilised within many teams to help increase understanding of the bids process in a without the intensity of a full bid and project management training programme.

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