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WINNING TENDERS
Tenders are a lucrative source of income for small business, but can be a minefield to negotiate, particularly since legislation has changed, and requirements differ between organisations and government sectors. Getting the process right not only saves time and effort but has the potential to set up lucrative income streams.
Winning Tenders is a step-by-step guide to preparing and submitting a tender. It gives you insight into the rules and regulations you need to abide by when responding to government tenders, guidelines that will give your submission the best chance of success, and real-life examples to learn from through interactive case studies.
You can do the course online, in your own time; you can also sign up for a one-day workshop.
Here is what you will cover in the Winning Tenders course, brought to you by the Services Seta, in collaboration with REALBUSINESS in BUSINESSDAY, CBM Training and eDegree:
Tendering in South Africa – Risks, Opportunities and Threats
History of tendering in SA
Introduction to tendering
Public tender
Informal tender or quotation
Outright purchase
Pre-qualification tenders
Who are the big tenderers
Sources of tender notices
Pre-tender requirements
The procurement process
Needs
Establishing relationships with clients
Ability to meet tender requirements
Pre-tender considerations and actions
Alternative offers
Other pre-tender requirements
Product knowledge
Competition knowledge
Procurement policies
Joint ventures and partnerships
Organisational requirements
Successful entry to tender market
Disastrous attempts to gain tenders
Understanding and minimising the risks in a tender process
Client default
Subcontractor or bid partner performance
Worker unrest and strikes
Change of client ownership
Changes in scope of work or specifications
Political factors
Legal factors
Physical factors
Environmental factors
Increase in the prices of materials
Initial financing of the project
Guarantees
Managing risk
How to handle gifts, request for kickbacks etc
Insurance
Tenders gone wrong – case studies
Legislation regarding tendering
Fraud in the bidding process
Declaring conflict of interest
Compiling a Winning Tender Response
Introduction
Choosing a tender response team
Dissecting the tender
Compiling the tender
The executive summary
Binding the document
Quality control
Sealing and addressing the tender
Dispatching the tender
Other means of submitting tenders
Non-price measures
Overcoming barriers to entry
Presenting the tender
Post bid procedures and negotiations
Pricing methodology
Covering yourself for exchange rate movement
Conducting a competitive analysis to help set prices
Winning Government Contracts
Basic requirements for government tenders
The green paper on public sector procurement reform in South Africa
Understanding the preferential procurement policy
Exception to preferential procurement
If you have no preferential procurement status, can you still get government tenders?
Examining the differences between and implications of submitting tenders to:
Central government
Provincial government
Local government
Parastatals
Incorporating targeted procurement into your tendering strategy
Implications of legislation on you as a bidder on a government tender
Risk in bidding for government tenders
What happens if you can’t supply?
If you lose the bid, can you still get any business?
When government must tender, and when it can buy ad hoc
Can the government change the terms of the contract?
The role of the public protector
When can you complain about irregularities
What defines conflicts of interest
Where to find out about government tenders
When you sign up for the online course you get:
A 8-week Business Day subscription. If you are already a subscriber, the subscription can be passed on to a friend or colleague, or be added to an existing subscription.
A unique user registration number for online course access. This will be issued by eDegree within two working days of payment being made for registration.
Workshop participants get:
All the above plus:
A one-day workshop including lunch, refreshments and full course documentation
The opportunity to draw from the practical experience of an expert in South African Tenders
Full explanation and discussions on the practical issues and risks around tendering
Insight into the successes and failures that other companies have experienced during the tendering process
Role play, case discussion and practical tips to use when deciding which tenders to respond to
Networking opportunities, (with the workshop facilitator and delegates) that can assist you in building contacts and gaining valuable, up-to-date information about the tendering environment
Cost:
The cost of the online course is R649,12 + VAT (R740).
The cost of the workshop is is R3 250 + VAT (R3 705).
Special offer for Proudly South African members:
Proudly South Africa is also sponsoring a limited number of free places on the online course.
Have your membership details handy when you register.
Accreditation and certification:
The course is provided by seta-accredited training institution CBM Training. Participants who complete the four weekly online tests will be issued certificates of attendance.
Workshop delegates may complete an exam at the end of the day-long workshop that will count towards an NQF qualification approved by the Services Seta.
Online dates:
Registration for the course is open.
To register for either option call 086 026 2626 or
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This is a Business Media in Education initiative. It follows the successful Ethics and Risk Management course run in conjunction with RAU and Ernst & Young last year, and the Buy to Let property investment course run in conjunction with Nedbank and YDL Residential Property.
* Business Media in Education is a division of BDFM Publishers, which publishes Business Day and Financial Mail. BDFM is half-owned by Johncom and Pearsons, owner of the Financial Times.
* The Services Seta is the service sector's education and training authority.
* CBM Training (Corporate, Business and Management Training) is a seta-accredited provider of short-duration business courses.
* Online education provider eDegree, part of the Johnnic group, manages the delivery of online education and training in collaboration with educational institutions to more than 4 000 students on four continents.
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