Submitting Winning Government Tenders and

Compliant Bids
(Public price per delegate.
1 Day | R3, 450 (ex VAT) | Significant onsite discounts apply).
Why you should attend this course?
Tendering for government contracts is big business. It requires specialist skills to compile, submit and present
compliant AND responsive bids. In addition, South African tendering rules have changed and contracts are awarded
based on an organisation’s B-BBEE status.
This intensive 1 day course, presented by a South African tendering specialist, combines classroom exercises and
case studies to ensure you gain a deep understanding of how government tenders are scored, evaluated,
adjudicated and awarded.
Additionally, you will gain key insight into how to claim incentive points under the preferential point systems. Take
this opportunity to give your organisation the best possible chance of winning new government business.

Who should attend this course?

Managing Directors, Financial Directors, Operations Managers, Tender Managers, Legal Advisors,, Project
Managers, Sales Managers, Office Managers and anyone involved in the preparation or evaluation of tenders and
bids.

What can you expect to learn?

 Real guidelines on how to compile and submit your bids to avoid instant disqualification
 How to make your bid compliant by strictly abiding to the responsive bid criteria
 How to prepare for what takes place during the bid evaluation and adjudication stages
 The revised BBBEE recognitions levels and how to avoid losing points during the scoring
 “Non-priced” criteria that can make the difference between winning or losing the tender
 How to claim the maximum “price and preference points” and how to position your tender |under the 90/10
and 80/20 points systems
 Critical information to gather at a briefing session and why you should send qualified staff
 Practical examples of the risks and rewards involved when tendering for big contracts

011 454 5505 info@cbm-training.co.za www.cbmtraining.co.za

Training Outcomes / Comprehensive Programme
This workshop focuses on how tenders are issued by government departments and how suppliers should compile
and submit their bids. It also shows delegates how tenders are evaluated and awarded to the successful bidder.
Delegates will learn how to effectively complete responsive and acceptable bid documents. Classroom exercises
will reinforce how tenders are scored, giving delegates a deeper insight into what takes place during the evaluation
and adjudication stages of the tendering process. Delegates will also be advised on how to claim incentive points
under the Preferential Point Systems applicable to all tenders.
Finally, the SA tendering rules have changed and contracts are awarded based on the BBBEE (Broad-Based Black
Economic Empowerment) Status. This workshop will show suppliers how not to lose out on available points during
the scoring process of tenders!

Introducing the Legal Framework – for Reference Purposes

Putting the tendering legislative environment into perspective so you know your rights as well as assisting you to
improve your chances of success.
 Constitutional Provisions for tendering
 The Public Finance Management Act and Regulations
 Key Principles of the PPPFA regulations of 2011: Focusing specifically on the key chapters and regulations
 Municipal Finance Management Act
 Preferential Procurement Regulations of June 2011
 The three main committees in the tendering process and their roles

The Basic Legalities of Bidding

Ensuring you understand and adhere to standard commercial law regulating the tender process.
 Basic legal requirements for tendering:
- Contract, offer and acceptance
- Agent and agency
- Default and non-compliance
- Defects, negligence and lateness
- Setting realistic Contract Participation Goals
- Understanding the proper use of resource specification and
“Set Asides”
- Effectively using the “Balanced Scorecard” for BEE
- Identifying false or misrepresented BEE statuses
- Working the new suppliers into the system

Successfully Bidding for Government Contracts

Winning a government bid is big business - ensure you have the advantage by attending this session.
 Goals of Government Tendering and how it supports the 5 x Pillars of Procurement
 Understanding:
- The Preferential Procurement Regulations 2011
- Incorporating targeted procurement into your bidding strategy
- Implications of these regulations on you as a bidder
- Basic requirements for government bids – required forms and certificates
- Grievance procedures through the public protector
- How to submit a value-for-money proposal when bidding against larger organisations
- Understanding and adhering to tender legal requirements and stipulations

011 454 5505 info@cbm-training.co.za www.cbmtraining.co.za

Training Outcomes / Comprehensive Programme continued
Managing and Understanding the Bidding Process
Knowing where to look, and when and how to reply to tender bids.
 The differences between Request for Quotations (Purchases) and Tenders
 Understanding the tendering bid cycle for contracts and once-off business
 The different types of procurement processes i.e. Open vs. Closed Tenders
 Assessing the benefits and risks a tender may present your organisation
 Managing and understanding the bidding process
 Knowing where to look, and when and how to reply to tender bids
 The differences between Request for Quotations (Purchases) and Tenders
 Understanding the tendering bid cycle for contracts and one-off business
 The different types of procurement processes i.e. Open vs. Closed Tenders
 Assessing the benefits and risks a tender may present your organisation

Compiling a Compliant, Winning Bid

Discovering the key principles on how to submit responsive, valid bids.
 Who should be involved in the bid compilation process
 Price structures and contract price adjustment and what are Firm and Non-Firm Prices and how do they affect
your tender?
 Avoiding superfluous documentation
 Employing practical techniques to differentiate yourself from the competition
 Successfully using references and examples
 The importance of using checking procedures to ensure documents are properly compiled
 Unsolicited Bids: How to submit bids without following the normal tendering procedures
 How to respond to a tender based on the Two Envelope System
 Tax Clearance Certificates and other compliances as attachments to the bid-document

Post-bid Procedures and Negotiations

Ensure that your bid has the best possible chance of success by following through after your bid has been submitted.
 Know what post-submission actions are necessary and acceptable
 Submitting Alternative Bids and Offers
 Post-bid negotiations – applying key negotiating skills to ensure your bid remains profitable
 Recourse should your bid be rejected

Identifying and Eliminating Fraud in the Bidding Process

There are unfortunately instances where fraud in the bidding process may cause you to lose a tender.
 Find out how you can identify when this has happened and what your next steps should be
 Assessing the possibility of fraud should your bid be rejected
 Identifying the key indicators of fraud from the bidder’s perspective
 Who do you turn to?

011 454 5505 info@cbm-training.co.za www.cbmtraining.co.za