Course : Winning a tendermaster the essentials and optimize your chances
Practical course - 2d
- 14h00 - Ref. RAO
|
Download in PDF format
Share this course by email
 | Weigh up the strategic interest of positioning yourself on a call for tenders |
| Mapping decision-making circuits and levers |
| Understand the constituent elements of a tender dossier |
| Master best practices for preparing response documents |
| Differentiate your response from the competition |
Intended audience
Sales directors, sales managers, sales staff, technical sales staff, technical departments.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Fun knowledge quizzes, case studies, writing exercises.
Course schedule
1 General information on invitations to tender
- What is a call for tenders or, more simply, a consultation?
- Reasons for issuing a call for tenders.
- Major project or renewal of standard supplies or services?
Exercise
Public and private markets quiz.
2 Composition of a call for tenders
- The specifications of the company launching it.
- The corresponding offer from the applicant company.
- Phases and timing.
Exercise
Sub-group development of a purchasing process.
3 The differences between public and private tenders
- Public procurement features.
- Tendering and contracting regulations.
- Provisions of the new French Public Procurement Code.
- Differences between government departments, public establishments, local authorities and social organizations.
- Essential tender documents: DCE, CCTP, CCAG...
- Characteristics of private consultations.
Case study
Analysis of a CCTP (CCAP). Drawing up an administrative file (DCE). List the advantages and disadvantages of private consultations.
4 Key points in processing the tender
- Define the right response strategy: stay solo, alliance, co-contracting, subcontracting.
- Interpretation of specifications.
- Know how to detect a "bogus" call for tenders.
- Handle the four phases of sales (presentation, needs analysis, solution and argumentation, conclusion).
- Get the missing information.
- How to stand out from the competition.
- Understand the players in the purchasing process and influence decision-makers.
- Don't reveal all your knowledge and solutions.
Exercise
Drafting of a file. Formalize a response to the call for tenders. Build a CAB sales pitch and prepare responses to objections.
5 Drawing up the written (or electronic) offer
- Practical advice on answer format.
Case study
Critical analysis of the brief (response to the call for tenders).
Customer reviews
4,4 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
DELPHINE C.
18/12/25
5 / 5
Enriching training for public procurement.
THOMAS A.
18/12/25
5 / 5
Trainer ++ who knows his subject inside out. I'm better equipped to respond to calls for tender. Thank you
RAFAELLE G.
18/09/25
5 / 5
Sylvain listened to us throughout the course and was able to adapt each item to our needs and go into greater depth on those that we felt were lacking.
Publication date : 06/21/2024
PARTICIPANTS
Sales directors, sales managers, sales staff, technical sales staff, technical departments.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales directors, sales managers, sales staff, technical sales staff, technical departments.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
Select your location or opt for the remote class then choose your date.
Remote class
Last places available
Guaranteed date, in person or remotely
Guaranteed session