An intensive one-day course where you’ll learn the fundamentals of winning work for major contracts or complex sales. It is an interactive, practical workshop for businesses wanting to tender, preposition or negotiate work, particularly for Government clients.

  • Learn how to preposition to win major contracts 

  • Define your value proposition based on customer needs

  • Plan to transition profitably after winning the work  


1. Market shaping

  • Customer-focused selling: how and why.

  • Developing your value proposition.

  • Competitor analysis.

  • Entering new markets: tendering in NZ, Australia and internationally.

2. The tender process

  • Bid budgets and bid/no bid assessments.

  • Tender evaluation team analysis.

  • Risk and opportunity management.

  • Workshop exercise: business SWOT analysis.

3. Bid strategy

  • Highlighting strengths and mitigating weaknesses.

  • Workshop exercise: proposal review.

  • Customer-focused writing.

  • Workshop exercise: developing an outline executive summary.

4. Bid management

  • Developing a writing plan.

  • Tender compliance.

  • The bid management process: stages and reviews.

5. Negotiation and transition to delivery

  • Preparing for presentations and negotiations.

  • Transitioning from tender to delivery.


  • Learn how to create customer- focused solutions

  • Get an overview of tendering good practice

  • Understand how to identify key win themes, develop sustainable pricing and manage risk.

  • Learn practical writing techniques and presentation skills for bids and client engagements

  • Learn to manage client expectations and ensure a pro table outcome.

Positioning to Win print-friendly PDF