Announcing a newly created 2-day workshop on Successful Solicitations: Leading Strategies & Techniques for Competitive Bidding
When: September 23 and 24, 2010 8:00 AM
Where: Plates Café - Sacramento Army Depot
http://www.eatatplates.com
Competition is a critical technique that today’s procurement professionals use to consolidate the supply chain, improve quality and lower total costs. But today’s technology-rich environment has given us many more decisions to use in the bidding process. The overuse of bidding today has diluted its effectiveness. This two-day seminar teaches participants advanced techniques to help their solicitations secure superior results from the competitive marketplace.
Who should attend? Procurement/contracts professionals from both the private and public sectors who conduct strategic sourcing bidding events, including Request-for-Proposals (RFP), Request-for-Information (RFI), Invitation-for-Bid (IFB), Request-for-Quotation (RFQ), eRFX, Auctions, and other solicitations.
Cost: $450 includes breakfast & lunch both days with beverage service all day
Registration & early bird discount details below.
NEW THIS YEAR: See below for ISM members only discount!
With the advent of eRFX technologies and “strategic sourcing” projects, suppliers are often flooded with competitive bids from prospective customers. So how can supply management groups make their solicitation processes stand out from the pack?
This interactive two-day workshop discusses a broad range of competitive strategies that are often misunderstood by the average procurement person. Workshop participants will discuss the pros and cons of utilizing different sourcing technology tools. The course leader will provide insight into the perspective of potential and current suppliers when they receive a solicitation invitation. And finally, the participants will learn “best practices” for each stage of a competitive event - whether it be an RFQ, IFB, RFP or Auction.
The planned number of participants will allow comfortable interchange and will facilitate meaningful team exercises. Participants will each receive a workbook that contains the lesson plan, allows note-taking, and provides practical tools for them to use in their own competitive solicitations.
This program qualifies participants for 14 continuing education hours towards many trade associations’ requirements for professional certification/recertification such as ISM, APCIS, NCMA, CAPPO, NIGP and NPI.
The course content is a mix of instructional training, interactive dialog, and team exercises. The program elements include the following:
■ The Pre-Requisites for Competitive Bidding
■ Where Does Competition fit into the Strategic Sourcing Process?
■ The Results of an Optimal Competitive Sourcing Process
■ Features of Key Competitive Solicitation Types
■ Strategies for Selected Solicitation Processes:
ü Format & Content of a Great Request for Quotation (RFQ)
ü Format & Content of a Great Request for Proposal (RFP)
ü eSourcing vs. Traditional Sourcing – Techniques for Each Mode
ü Auctions – Reverse and Forward
ü One Stage vs. Multiple Stage Bidding
■ How to Strategically Answer Bidder Questions
■ When to Utilize Bidder Conferences
■ Incorporation of Contract Terms into Solicitations
■ Techniques for Analyzing Supplier Proposals:
ü Team Scoring Techniques
ü Market Baskets
ü Scoring Guidelines
ü Price Evaluation Techniques
ü Scoring of Intangibles
■ Finalist Presentations – Ways to Extract Additional Value
■ Final Negotiations – Techniques for Optimizing the Final Deal
Speaker Biography - Mark Trowbridge, CPSM, C.P.M., a speaker whose firm (Strategic Procurement Solutions) has trained corporate and public agency audiences from organizations like Apple, State of Oregon, Colgate-Palmolive, Bristol-Myers Squibb, State of Minnesota, NCMA, ISM, NASPO, PMI, The Limited, Huntington Bancorporation, American Savings Bank, California Bank & Trust, Metropolitan Life, Nationwide Insurance, Commonwealth of Massachusetts, Cooper Tire & Rubber, State of Illinois, Allstate Insurance, Newmont Mining, LG Electronics, Adobe Systems, and others. Mr. Trowbridge has been in the SCM consulting field for more than a decade, but previously led a majority of strategic sourcing and contracting for Bank of America. Other leadership roles during his 26 years in the procurement field were with Western Airlines and Catalina Yachts (3rd largest global manufacturer of pleasure craft). He has also been a featured speaker at the last eight ISM International Conferences and in two ISM Services Group Conferences.
To register, or for questions, contact Steven McCredie, CPPB, Director of Educational Resources at smccredie@hotmail.com
Early Bird Discount: If payment is made by September 1, you may deduct $25.00 per person.
ISM Members Only Discount: You may deduct $25 if you are a member of ISM-Sacramento Valley. Please submit your member ID number with payment. This means if you are a member and register early, you can save $50.00!
To register by mail: ISM-Sacramento Valley, Inc.
PO Box 661734
Sacramento, CA 95866
If issuing a purchase order, e-mail to: smccredie@hotmail.com
An invoice will be issued from which you can make payment.
To pay by credit card, contact Phil Goode at: philolis.goode@flintgrp.com
There will be a small administrative processing fee.
Available seats are limited. Your payment reserves your seat. Details including driving directions and seminar times will be provided at time of registration. Withdrawal of registration after September 20, 5 pm will not be refunded.
Visit us at www.ism-sacramentovalley.org
