Tendering & Winning UK MoD Contracts

Course Title: Tendering & Winning UK MoD contracts: 2 Day

Sample Course Content

Overview

This two-day programme has been developed to provide the participants with an insight into the key commercial/contractual techniques and best practice that will support the development, review, submission and negotiation of a winning bid in response to a UK MoD tender.                    

Training Objectives

On completion of the course it is expected that delegates will have gained a sound understanding of the UK MoD's current approach and initiatives with respect to competitive and non-competitive tendering, and its expectations of its suppliers. Delegates will also have gained an awareness of the techniques, processes and negotiation tactics that can be used to submit a compelling offer to the UK MoD and negotiate the same to obtain the award of a profitable contract.

Target Audience

All staff who are involved in the development and review of tenders to the UK MoD or who will subsequently manage any resulting contract including sales & marketing staff, bid managers, commercial/contract managers, engineers (including quality and product support), project managers, finance managers and business group managers.

Special Features

This comprehensive two day course is based on formal presentation material from the expert trainer and practical case examples / studies. Time will be set aside for participants to raise issues of particular interest to them. The course is run in a workshop format to aid the learning process.

The Expert Trainer

Mike is a qualified accountant and commercial specialist and provides commercial consultancy services to clients in the UK aerospace, engineering and defence industries.

He has a broad experience of practical commercial interaction with gained over a thirty year period of working within the UK aerospace, engineering and defence industry and has held a number of senior commercial positions in major companies within the UK aerospace and defence industry.

Course Content

1) Overview of the current UK MoD acquisition and tender process.

2) Six common features of successful proposals.

3) Developing the contract capture plan. Gathering UK MoD & competitor intelligence

4) Review of the UK MoD ITT/ITN - understanding and responding to the UK MoD requirements/needs/values

5) Marking schemes/assessment tools & obtaining ITT/ITN clarification

6) Confirming the roles and obligations of each party. Establishing dependencies.

7) Structuring & writing the Proposal - aligning/mapping to MoD requirements & mistakes to avoid.

8) Bid strategy & win themes. Differentiating the offer. Highlighting your strengths & managing your weaknesses. Trust & past performance. 

9) Key elements of a compelling Executive Summary

10) Proposed methods of working - cultures/ partnering / collaborative working / relationship management / supply chain plans

11) The commercial proposal - key UK MoD terms and conditions and potential responses including IPR, remedies for contract breach including termination, dispute management, force majeure. contract change, non-performance & incentive schemes, warranties, insurances & limits of liability.

12) Risk Assessment - technical performance, schedule, contractual & cost risk

13) Competitive and single source (Non competitive) pricing. Key aspects of non-competitive (single source) pricing.

14) Cash flow estimating - milestone/payment plans - contractual linkage?

15) Reviewing the SOW/technical requirement for commercial aspects.

16) Preparing the negotiation strategy. 

17) Tender Submission - Offer presentation, clarification and negotiation stages - avoiding requirement creep and margin erosion.

Please get in touch with us for more details with respect to course pricing and availability.