Tender Workshop Oil & Gas

The following material outlines content of a one-day training event aimed at helping organisations to improve bidding performance and address the Clients tender requirements in Upstream Oil & Gas markets.

In the current North Sea Upstream Oil & Gas market, the drive to reduce costs throughout the Supply Chain continues with the resulting tenders being issued being fiercely and aggressively tendered. Whilst Cost is likely to be the highest weighted factor in tender evaluation, other drivers are important primarily Quality, Delivery to Schedule and Safety and the Suppliers focus must not be distracted to a pure ‘lowest price’ fits all scenario.

Although tendering companies have historically kept the tendering resource totally in-house and trust that their tendering team is fully competent in the required skills, any aspect which gives the team the competitive edge should be considered. This is particularly relevant when there are less RFQ/RFT/ITT’s being issued due to current contracts being extended by negotiation with incumbents, and/or requirements are being rolled up to larger tenders.

The training event will help participants to understand the Clients requirements and develop a complaint and attractive tender.

Course Outline

Pre-tendering approach

•What personnel interfacing should you do?
•What does the client require?
•What makes the client tender?

Prequalification and Qualification

•FPAL, In-house Supplier Databases
•Long and Short Lists – how to get on them
•Supplier Preferencing
•Gap analysis – based on current performance and/or capability (clients view)•

To tender or not to tender – that is the question!

•An example tool to determine whether there is a good chance of success in delivering a tender

The Tender enquiry documents

•What is the Client asking for?
•If no tender, reasons to avoid future omission from tender list
•Response check sheet – what is scored from the Clients viewpoint

The Tender and your response

•Compliant vs. Non Compliant bids
•Comparison models – Contract success factors/KPI’s – competitor analysis
•Technical vs. Commercial aspects
•How to lever innovation as a key differentiator – Whole Life Costing option
•Terms & Conditions – What are the main contract sections a client is unlikely to compromise on??
•Financial Review – why is it needed? What to submit.

Tender Evaluation

•What is the Clients weighted scoring
•What will make the Client award you the contract?
•Contract Negotiation and Award – When and what

Duration: 1 Day

Cost: £245 + VAT

Tender Workshop Oil & Gas Training Aberdeen, Glasgow, Edinburgh, Inverness, Dunfermline, London and other sites throughout the UK including onsite closed company courses are available.

Tender Workshop Oil & Gas Training Saudi Arabia, Bahrain, Kuwait, Qatar, Abu Dhabi, Dubai, Ghana and Nigeria is also available