Tender for Success - Advanced Training (Online Session)
Description
Tender for Success - Advanced (Online)
Tender for Success (Advanced) is an extended 2-hour online session covering all fundamentals content plus expertise in tenders over $550k, full tender writing, evaluation insights, and negotiation tactics.
Who Should Attend:
This session will be delivered online via Microsoft Teams. This advanced training is ideal for professionals pursuing SA Government contracts over $550k, including business owners, sales and business development teams, tender writers, contract managers, and consultants. Whether you're transitioning from smaller RFQs to open tenders or looking to improve your win rate on high-value opportunities, this session provides the advanced strategies needed to succeed in competitive government procurement.
What You'll Learn:
Gain a comprehensive understanding of SA Government procurement, from initial engagement through to winning and retaining contracts. Fundamentals content includes:
Procurement Process Overview - Navigate the key phases and understand procurement thresholds that shape your approach
101 of influencing Government Buyers - Learn who to talk to, how to engage efficiently, and why the specification is critical to your success
Mastering the RFQ - Step-by-step guidance on responding to Requests for Quotation (targeted at contracts under $550k)
Inside the Evaluation Process - Gain valuable insights and observations from real SA Government evaluation panels
Reading the Signs - Identify indicators that your bid is on track (or needs adjustment)
Winning Beyond the First Contract - Discover how effective contract management and relationship building create pathways to future opportunities
Best Practice Engagement with OIA - Key takeaways on leveraging support and resources
Q&A - The session includes dedicated Q&A time to address your specific questions and challenges.
Additional Advanced content that will be covered:
Procurements greater than $550k - winning the open tender
Understanding Evaluation Panel Mindsets - Learn how panel members approach their assessment tasks
Writing a Full Tender Response - Comprehensive guidance on crafting competitive submissions
Market Competition Dynamics - Navigate competitive positioning in tender environments
Leveraging the Clarification Process - Use clarifications strategically to strengthen your response
Presenting to Evaluation Panels - Maximise impact when given the opportunity to present your offer
Tactical Negotiation Management - Best practices for presenting contract requirements
Lineup
Justin Sara
Justin is Director of ProbitySA, an independent Adelaide based Procurement and Probity Advisory practice. As a probity advisor oversighting SA Government procurement, Justin regularly works with evaluation panels as they review and assess tender offers and is able to provide some unique insights on how the best bids become successful bids. Justin is a public sector procurement leader with more than 15 years public sector procurement experience and has worked with more than a dozen SA Government agencies including Treasury and Finance, Energy and Mining, Renewal SA, SA Health and the Attorney General’s Department to name a few. He has also acted as a bid advisor to a range of SA based companies who have successfully bid for SA Government procurements. Justin is a Member of the Chartered Institute of Procurement and Supply (MCIPS) and currently holds Chartered Status. Justin was the procurement lead for Australia’s largest energy storage battery which won the CIPS ANZ Award for Best Public Sector Procurement Project. He also holds an Executive Master of Public Administration from Flinders University and also holds a Bachelor of Management (Marketing) and a Bachelor of Applied Science, both from Adelaide University.
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