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Bid & Proposal Writing

Bid writing course Writing a bid or proposal is often a complex and highly pressured task, done to a tight deadline. This in-house course teaches techniques and approaches that provide method and confidence, reducing the struggle and increasing the chances of success.

The focus is on helping your staff to master skills such as understanding the customer’s needs, providing full information in the required format, demonstrating added value, showcasing strengths, writing persuasively, and generating excitement.

To make the training directly relevant to your organisation we can tailor it for you. This can include reviewing past bids to identify strengths and weaknesses and designing a course to match the needs of your bid writers.

After the course, every participant will be entitled to a year of further help from the tutor, to support them as they put their learning into practice.


  Objectives     Example programme     Client comments     In-house course  

Learning objectives

By the end of this course your staff will be able to:

  • write bids and proposals that will increase their chances of winning
  • use marketing techniques to highlight the benefits of products or services
  • gain advantage by analysing competitors and countering their challenge
  • structure bids effectively
  • write in a clear and compelling style
  • prepare powerful executive summaries
  • use editing techniques to improve their bids
  • design bids for maximum impact.

Morning session


  • What’s at stake?
  • How this course will increase your chances of winning

The winner’s checklist

  • The winning mindset
  • Understanding the reader
  • Meeting the need
  • Following instructions
  • Sounding dependable and professional

Identifying the customer’s needs

  • Creating an outline
  • Understanding what is wanted
  • Learning from the evaluation criteria
  • Seeking clarification
  • Handling pre-bid briefings
  • Being clear about what you can offer
  • Managing the gaps creatively

Developing your proposition

  • What are you really offering?
  • The difference between benefits and features
  • Why benefits are everything
  • Listing the direct benefits
  • Incorporating the features
  • Adding value
  • Identifying your USPs and keeping them visible

Researching and planning

  • Anticipating and answering objections
  • Analysing the competition to gain advantage

Structuring your bid

  • Essential principles
  • Following a prescribed structure
  • Using a template
  • Using a standard structure
  • Developing your own structure

Managing a writing team

  • Selecting contributors and allocating tasks
  • Commissioning effectively
  • Setting deadlines
  • Reviewing progress

Afternoon session

Writing with impact

  • Getting the tone right
  • Using a clear, straightforward style
  • Keeping it concise and focused
  • Avoiding ambiguity
  • Using headings and bullets effectively

Choosing persuasive language

  • ‘Warm’ words and ‘cold’ words
  • Finding the words that will help you achieve your objectives
  • Avoiding cliché, jargon and management-speak

Writing an executive summary

  • The value of a summary
  • Judging what to include
  • Mentioning price
  • Keeping it brief

Editing your bid

  • Improving clarity
  • Revisiting the evaluation criteria
  • Ensuring consistency and flow in multi-author bids
  • Proofreading

Looking professional

  • The importance of attractive presentation
  • Guidelines and examples

Further development

  • Reference sources
  • Post-course support

More information

The Bid & Proposal Writing course is available as an in-house course, which we would run at your premises. For more information, click here.

“It was a very successful day and everyone came away full of enthusiasm. As a result of it we are reconsidering our whole approach to the proposal process.”

Mark Jones
Manager of Proposals
WorleyParsons Group

“This course provides great insight into the complexities of the tendering process. It is delivered succinctly and clearly and is easily applicable to any industry sector. I thoroughly enjoyed it and would recommend it to anyone who wishes to learn to write winning proposals.”

Nameer Rattansi
Bid Manager UK & Ireland

Running the Bid & Proposal Writing course in-house

The Bid & Proposal Writing course can be run as in-house training anywhere in the world. If you have a group of staff who need the same skills, this option is cost-effective and convenient.

Tailored to your needs

The length and content of this course can be tailored to match your needs. In addition to covering some or all of the topics given in the example programme, you may want to add topics that are particularly relevant to your organisation.


An in-house course is fully flexible. Tell us what you want to achieve and we will work with you to design a course to match. Tell us when you would like to run it and we will find a date that suits you.

Free support

Every course we run comes with a year of free support for each participant. We recognise that people do not think of every question on the day of the training. Our support service gives them the opportunity to ask their tutor an unlimited number of questions in the year following the course. In this way they continue to build their skills and confidence.

Ask us for a quotation

The cost of an in-house course depends on a number of things, including its length, its location and how much preparation we need to do. We can readily give you a quotation, so please contact us to discuss your needs.


In-house course

This course is only available as in-house training. The length and content of the programme can be tailored to match your needs.