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The Centre for Tendering

The Centre for TenderingThe Centre for TenderingThe Centre for Tendering

The Centre for Tendering

The Centre for TenderingThe Centre for TenderingThe Centre for Tendering
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The clever tendering programme

The public sector selling programme for ambitious small firms 

Public procurement has significant potential to support SMEs to develop and scale up as both prime contractors and subcontractors. (OECD, 2018).

Programme benefits

An 'Asset and Gap' Analysis Report

Practical Learning for Senior Teams

Practical Learning for Senior Teams

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You receive a confidential report that considers company-specific and sector level market contexts, with clear recommendations for developing your tendering strategy and practice. This is the starting point to support you through a CLEVER TENDERING journey.

Practical Learning for Senior Teams

Practical Learning for Senior Teams

Practical Learning for Senior Teams

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CLEVER TENDERING is a challenging and engaging company programme for senior teams. It uses a practice-based and problem-solving approach for effective, lean learning and capability building to upgrade firm-level knowledge and processes.  All materials fully included.

Expert Knowledge

Innovation of your Business Tendering Processes

Innovation of your Business Tendering Processes

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 Our work is one of the first to investigate successful, micro-foundational firm level tendering actions, so you will learn from leaders in the field. CLEVER TENDERING has been developed by university entrepreneurship academics with corporate experience of studying and advising on successful business practices within growth mindset firms   We are not a solution shop  - we bring a transformative business process model you learn to use and adapt

Innovation of your Business Tendering Processes

Innovation of your Business Tendering Processes

Innovation of your Business Tendering Processes

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In a world of 'me-too' competitive mirroring, we facilitate your implementation of the CLEVER TENDERING business process innovation model. We know that every firm is different, and we show you how to shape and articulate your competitive market offers. Learn key processes and skills required to make tendering a successful business model to scale your firm.. 


Programme Overview

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CLEVER TENDERING is a research-informed business process education programme

 that teaches business teams how to win and scale public sector sales.

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Selling your services or products usually means entering a public tendering competition. 

To compete for public sector tenders, you need confidence in your core capability of being able to access, interpret and write formal tenders, whilst putting your business vision at the centre for your narrative. Getting someone else outside the business to write your tender is often an expedient emergency stop-gap, but it can be risky, and it is not a sustainable solution. 


  Tendering is a specialist sales capability, and one we can teach you to use 


Build that capacity inside your firm with the CLEVER TENDERING programme. CLEVER TENDERING is a deep-dive, critical evaluation of your firm’s current tendering capability with a specialist instructional coaching element to upgrade your knowledge, skills and business processes.


  

In our experience, all firms can do much better at how they use tendering processes to pitch their expertise to large procurers.

Programme composition

CLEVER TENDERING is an intensive but flexible business process building programme.

Stage One: Getting Started, Gap Analysis Report, Strengths and Weaknesses of your current approach.

We start work on-site with you to complete a half-day independent and confidential co-evaluation of your tendering knowledge assets. We analyse your company tendering experiences and examine your current tendering practices using a capability measurement approach. You receive a factual report and set of improvement goals based upon the CLEVER TENDERING diagnostic capability model. MD participation is mandatory to identify and commit senior team time to achieving programme goals.


From that report and gap analysis, our coaching becomes fully aligned to facilitating your business to build or refresh a set of competitive routines, achieved through negotiated instructional coaching. 

Stage Two: Specialist Coaching

Time to get inside your company ‘black box’. Discover, engage with, adapt and incorporate tendering capability pillars that we have learnt from studying what happens inside successful firms through a series of four, three-hour capability immersion workshops. We deliver them in -house or in semi-open groups for senior staff with reflection ‘homework’ and dynamic mapping tools. 

Stage Three: Publishing your Strategic Plan

  In-company presentation of a contextualised business model and activity accelerator by the senior team, with expert support.Throughout the programme you will have built and used  a suite of competitive business processes. 


After the programme, an optional annual productivity review is recommended to identify productivity ‘drift’ and plan new accelerator activities.

Programme Facilitator

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Dr Paula Turner

Paula is an experienced consultant and academic researcher  in SME tendering and procurement, with a PhD in small firms’ tendering capability. 


She coaches ambitious business leaders and their teams across many sectors to create their own successful tendering practices.


Paula places business process innovation at the heart of how firms learn to be more productive and become more successful at winning tenders. She has poured her research and practitioner knowledge of breakthrough success into the groundbreaking CLEVER TENDERING business programme, based on studying what successful firms do to innovate their business processes.

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There are places available for a maximum of ten growth-minded businesses to participate in each regional programme. Company participation is by a selective application process, and where appropriate, based upon sponsor criteria. To learn more about this programme or apply to participate, contact Paula below.

Better yet, give us a ring!

Feel free to contact us on 07817829907 during business hours.

The Centre for Tendering

Hours

Mon

09:00 – 17:00

Tue

09:00 – 17:00

Wed

09:00 – 17:00

Thu

09:00 – 17:00

Fri

09:00 – 17:00

Sat

Closed

Sun

Closed

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