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8.30am Registration tea and coffee
9.00am Opening remarks from ACEvents and the Chair
Linda Julian, Consulting Director, Julian Midwinter & Associates
9.05am What’s your unique offer and the importance of having a process
• How to define your unique offer and identify your companies differentiating points from the rest of the tenderers
• Emphasising the importance of having a defined process for completing tenders within your organization
Q&A to follow
Greg Neal, National Major Customer Manager, BOC Limited
10.05am Morning Tea
10.30am Tender and Bid Strategy – Thinking Backwards
James will provide insights into how and why purchasers choose winning tenders and why some companies have above average tender strike rates.
He will provide attendees with examples of tools that purchasers use to evaluate tenders and that bidders can incorporate into their proposals to improve success rates.
He will also discuss how to use these tools to ensure strong internal corporate support for bidding strategies, including when not to bid.
James’ observations are relevant to smaller suppliers, as well as major contractors and outsourcers.
James Kelaher, Director, Smartnet
11.00am Demystifying the tender process
• Tender process in Australia
• Common misconceptions about tenders
• Where companies go wrong
• The key to winning tenders
Phil Walters, Senior Manager, Business Performance Services, KPMG
11.30am [CASE STUDY] – Managing people during the tender process
Neale Talbot, Business Development Manager Water, John Holland Group
12.00pm [Practical Session] Bid/Tender Manager
• What is bid management?
• Value adding bid management
• Writing winning bids
John McLaverty, Tenders Manager Service, Stream Limited
12.30pm Lunch
1.15pm Practical Workshop
Linda Julian, Consulting Director, Julian Midwinter & Associates
2.15pm Understanding the Legal Issues - An Explanation and Update
• an overview of the process contract - what it means for principals and tenderers
• current legal issues in tendering and procurement
• The top 10 Frequently Asked Questions
Scott Alden, Partner DLA, Phillips Fox
2.45pm Facing the Resourcing Challenge
For growing firms winning tenders can de a double edged sword. In the most difficult employment market in over 30 years what are the smart companies doing to face this resourcing challenge.
• Current state of the employment market in Australia
• Sourcing options and effective strategies and trends
• Case studies
• Employee value proposition
• Gen Y
• Meeting employee expectations
• The bottom line
Don Holley, Managing Partner, Odin
3.15pm Afternoon Tea
3.30pm When you really must win: Lessons from political campaigns
Many tenders are approached simply as part of the sales process – a “numbers game”. But for tenders you absolutely must win, the process can be compared to a political campaign: “We’re in or out, for three years”; and there are a number of parallels and lessons that can be imported from successful and unsuccessful political bids:
• Mobilising the team
• Incumbency and size doesn’t always win
• Understand the rules
• Understand all the constituents
• Know the competition – and yourself
• Develop a theme, and themes
• Tell the truth (not necessarily whole truth) and nothing but the truth
• Knocking the competition
• Focus on and respect the constituents
• Stay on message
• Red teams
• The debate – i.e. The shortlist presentation
John Hough, Director, Tendering Consulting
4.00pm [Panel Discussion] Tendering for Success!
• Step one - know your customer
• Step two - understand the rules
• Step three - understand the process
• Step four - watch for opportunities
• Step five - build relationships
• Step six - compete to win
Q&A to follow - panel moderator: Conference Chair
Christa Bayer, Tender Manager, Client Services, Chandler Macleod Limited
John McLaverty, Tenders Manager, Service Stream Limited
John Hough, Director, Tendering Consulting
4.45 pm Closing remarks from Chair
4.50 pm End Day 1
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