RCSA NSW Workshop 'Preparation of Proposals & Tenders'

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For further information, please contact Events NSW at cpargeter@rcsa.com.au

The information below is provided as reference for those who have already registered. This service is provided by InfoTec Communications.

Small business owners/managers who wish to gain the skills to compete in the writing of proposals and tenders. 

Session Summary
Gaynor Lowndes MRCSA, Director of the internationally renowned The Recruitment Training Company, boasts a 90% success rate with tenders she had prepared. Covering the entire preparation process, including the Needs/Benefits Analysis, effective pricing techniques and the importance of document presentation, the focus of this course is to equip small/medium sized business owners and managers with the skills to compete with the majors… and win! 

Workshop Overview
The following topics will be covering during the 3 hour interactive workshop. 

Introduction

• Common terms defined (EOI; RFT; RFI etc.)
• What are the common types of arrangements
• What you need to know before investing time and money into the proposal/tender 

Identifying Client Requirements

• Uncovering the motivation for the client
• What services are they looking for 

Needs/Benefits Analysis

• How to match your services with client needs and identify the benefits for the client in using your services 

Pricing

• Margin vs Markup
• On-costs
• Competitive pricing
• Project pricing
• Managed service pricing
• Identifying different pricing mechanism and their advantages/disadvantages 

Cost/Benefit Analysis

• Calculating your cost of delivery and profit margin based on the different pricing mechanism 

Presentation of the Document

• Creative
• Font
• Layout
• Colours
• Image 

Executive Summary

• How to write an executive summary to sell your services 

Service Level Agreements

• What are they
• What goes in them
• Defining KPIs
• Rebates for your benefit 

De-brief

• Questions to ask during a de-brief
• What to do with the information
• What next 

Methodology
Group size limited to 18 participants
Facilitated and interactive learning environment 

Who should attend
Small business owners/managers who wish to gain the skills to compete in the writing of proposals and tenders. 

About our Presenter
Gaynor Lowndes MRCSA
Gaynor has over 20 years’ experience in the recruitment industry and understands its challenges. As a consultant, Gaynor was consistently a top performer in both Australia and the UK. She has extensive operational and sales experience, having worked with small, medium and large players in the recruitment industry. 

From 1988 to 2001, Gaynor concentrated on major account development, implementation and management, selling in excess of AU$50million in the banking and finance sector. She was also involved in the implementation of the Olympic Labour Network, and took the concept to market during 1999. 

In April 2001, Gaynor set up The Recruitment Training Company in response to market demand. Since inception, Gaynor and her team have trained hundreds of recruiters, and have written many tenders for clients within Australia. The phenomenal success of the business lies in the “real life” training she has developed, which is delivered with passion and is peppered with anecdotes to aid learning. As well as training, Gaynor consults to recruitment businesses. She also writes articles regularly for recruitment publications both locally and in the UK. She launched her first book “The Art of Recruitment” in July 2004. 

When & Where
Thursday 5th June 2008
Registration at 8:45am
Event from 9:00 am to 12:00 pm 

RCSA NSW Training Room
Level 6 
17 Castlereagh St
(Between Hunter St & Martin Place)
SYDNEY NSW 

Investments
Member $434.50 including $39.50 GST
Non Member $651.75 including $59.25 GST 

Inclusions
Workbook and morning tea 

APR Points
Attending this program entitles you to claim THREE points towards APR Status.

Information Prepared by
Jeni Smith - Continuing Professional Education Administration
RCSA New South Wales & ACT
Level 6, 17 Castlereagh Street
SYDNEY, NSW 2000
P: +02 9922 3477
F: +02 9922 3443
E: jsmith@rcsa.com.au 
www.rcsa.com.au 

Booking Terms & Conditions
This event is governed by the RCSA Terms and Conditions. These are located on the RCSA Website at www.rcsa.com.au/documents/terms_and_conditions_events.pdf. 

This event will be open until the close of business on 3rd June 2008 unless booked out earlier. 

Click “Next” to Book
Please ensure that you complete your booking details carefully, including spelling of names, entering addresses and emails.

Payment accepted online by American Express, Diners Club, MasterCard and Visa.

For help, please see the Terms and Conditions or contact the RCSA on the details above for further information.