1. Bid Management:
by trueventus
Developing the Procurement Process
23 - 24 May 2012 | Renaissance Hotel, Kuala Lumpur
INDUSTRY OVERVIEW
It appears the economic downturn may be loosening its grip on Asian economies. TESTIMONIALS
But, with recovery comes fierce competition, as companies around the world rush “Your tender response to the Department of Parlia-
to emerging markets to supplement delayed prospects for growth in developed mentary Service was outstanding the evaluation
markets. As competition heats up, companies that are able to make good committee stated it was their hope that in the future
decisions quickly and bring them to action are likely to have an edge on their all tender response could be so comprehensive and
peers. This holds true for many industries on both an international and domestic detailed”
scale; most notably oil, gas, and manufacturing corporations. – Comment Procurement Officers DPS
One such decision necessary for the upper hand in this competitive market is the “Kevin and the team at Yamarna Enterprises Pty Ltd
successful performance of a company’s tender and bid process. In today's fast have been wonderful the support and expertise they
paced and ever changing business world, mergers, acquisitions tender and provided to address the procurement requirements
bidding opportunities are becoming the norm. A successful bid and tender have been second to none we cannot thank them
management team will enable you to maximize your ability to plan, manage and enough for their support”
submit powerful and successful bids; thus gaining a key advantage on one’s – Managing Director Environmental Enterprises WA
competitors. Pty Ltd
Heavily scrutinized, and with substantial potential for growth, the energy industry “Kevin’s ability to quickly cut to the heart of the
in Asia, in particular gas and oil, is ripe with competition. Major international as matter has helped our organisation develop a
well as domestic corporations are aware of the massive potential for profit in the comprehensive procurement system and reduce our
Asian gas and oil markets. World energy markets are continually expanding, and operating costs”
companies spend billions of dollars annually to maintain and increase their oil and – NGC Pty Ltd
gas production.
“Yamarna Enterprises Pty Ltd have save our organ-
Over 200 countries have invited companies to negotiate for the right to explore isation time money and effort and provided MBPE
their lands or territorial waters, hoping that they will find and produce oil and gas, with the ability to not only manage our procurement
create local jobs and provide billions of dollars in national revenues. In this fast systems effectively but also provided us with the tools
paced, ever changing, and ruthlessly competitive environment, the ability to to develop our bid responses and expand our
present an appealing bid with punctuality and detail is of paramount importance business opportunities”
for any company’s success. – Managing Director MBPE
Asia is considered the most competitive location for manufacturing at the
moment.
Low cost of labor and materials, supportive local economic systems, and govern-
ment subsidies are the key drivers of competitiveness in Asia that attracts the
world’s factories. A burgeoning Asian middle class, accompanied by a rise in TRUEOFFER!
consumerism in many East Asian countries has also rendered the manufacturing Book and pay by 23 March 2012 - USD 1695,
industry ripe for growth and profitability. save USD 500 per delegate
From 30 march 2012- USD 2195 per delegate
With the inherent thin profit margins associated with manufacturing, a meticu- *Strictly limited to 25 delegates per session!
lous formulated bid is necessary to gain new business and expand the company’s
share in the market.
Needless to say, without successful tender and bid management, even a produc- Follow us on
tive, innovative, and resourceful company would struggle to survive in the
increasingly competitive economy of Southeast Asia.
Book and pay by 23 March 2012, USD 1695 per delegate , save USD 500 1

2. Register Now
T: +603-2711 0701
F: +603-2711 0703
E: johnk@trueventus.com
ABOUT YOUR COURSE LEADER
Bid Management: Kevin Tomkins, BA (Hons), (MACCM)
Developing the Procurement Process Kevin’s has a background and experience
by trueventus spaning over 20 years in bid management and
includes managing Australian Federal Govern-
ment contracts for major maritime infrastruc-
ture developments. Kevin managed the
Engineering, Procurement and Construction
WHY YOU CANNOT MISS THE EVENT Management (EPCM) contracts for the construction of civil maritime
The course has been tailored to meet the needs of profes- defence facilities in Northern Australia; managed the ongoing
sionals who are responsible for their organisation’s procure-
service contracts for the facilities and conducting periodic evalua-
ment needs. Whether you are directly responsible for secur-
ing services or have oversight of your organisation’s procure- tions of the contractor’s performance. He has also managed depart-
ment processes, or any other individual in charge of prepar- mental and administrative budgets and provided monthly reports
ing an approach to market this course will provide you will and advice to senior executive management, the Department of
the knowledge to successfully conduct a competitive bid. Treasury, and the Minister on expenditure against budgets. Kevin
has been at the forefront of calling for tenders, evaluating tender
The aim of this course is to provide participants with the responses and negotiating the contract with the successful bidders.
knowledge required to undertake securing services or goods
from suppliers (Requesting a Market Response). It covers Kevin has also provided training and mentoring to colleagues and
determining procurement requirements, establishing agreed was a guess presenter at the annual seminar on Government
procurement processes, conducting procurement and Contract Law held 22nd and 23rd of September 2009, in Canberra
contracting activities, and managing finalisation processes. Australia. The topic for his seminar was on “Profiling key risk factors
in a contract” which discussed the utilisation of AS 4360 Risk
The participants will learn to manage advanced planning for
Management as a contract management and evaluation tool.
complex procurement within established guidelines, policies
and procedures. It includes applying and managing procure-
ment governance arrangements, developing procurement Kevin has also been involved in developing bid response documents
and market strategies, and undertaking analysis to support and responding to tenders in the private business and has
achievement of procurement outcomes through definition of responded to hundreds of called for tenders by private organisations
requirements aligned to business needs, consultation with providing Kevin with specialist insight into the procurement process
stakeholders, establishment of tender evaluation panels, and for both public and private tendering processes.
documentation of detailed procurement planning.
KEY BENEFITS OF ATTENDING
• Contribute to forward procurement planning in accordance with PRE COURSE QUESTIONNAIRE
organisational requirements and in alignment with organisa- In order to clarify your learning objectives and ensure you get the
tional goals and objectives most out of this training, you will need to complete a Pre-Course
• Ensure that procurement needs are developed and/or assessed, Questionnaire stating your knowledge of the subject, level of
aligned to organisational objectives, business plan and appro- experience and other relevant issues. The course leader will
priate justification of estimated procurement expenditure analyse your form to ensure that the course covers your needs
• Probity principles are applied and managed when planning accordingly.
procurement activities
• Internal and external stakeholders for procurement activi-
ties are identified
• Strengths and weaknesses of the market are identified
• Technical and procurement expertise required to effectively PROGRAMME SCHEDULE
conduct procurement processes is identified, sourced and
managed, including the establishment of tender evaluation 0830 Registration and coffee
panel or working group 0900 Morning session begins
• Appropriate lead times for conducting procurement processes
are planned and communicated to stakeholders 1030 Morning networking break
• Statements of requirements, scope of works or technical specifi-
cations that meet business needs of the organisation are devel- 1300 Networking luncheon
oped and/or critically assessed 1400 Afternoon session begins
• Viability of specifications are explored to ensure risks and whole-
of-life costs and benefits are identified and to support value for 1530 Afternoon networking break
money 1730 Course concludes
• Procurement risk assessments are conducted and appropriate
risk management strategies determined
Book and pay by 23 March 2012, USD 1695 per delegate , save USD 500 2

3. Register Now
T: +603-2711 0701
F: +603-2711 0703
E: johnk@trueventus.com
DAY 1 DAY 2
Session One: Types of solicitations Session One: Documentation and managing the flow of
When engaging in procurement project it is important, depending Information
on what is being brought, for an organisation to use an appropriate As a general rule most procurement exercises go wrong due to one
solicitation process. There are important differences among various simple issue; did the documentation and information provided to
procurement procedures used to solicit responses from the market. the market accurately reflect and describe exactly what the organ-
In this session we explore and identify what approach is suited to isation wanted to procure? Ensuring the bid documentation
different needs. processes, including addendums, responding questions or
• Request For Proposal (RFP), requests for information is managed in an appropriate manner is as
• Request For Quotation (RFQ), important as all other aspects of the procurement process. This
• Invitation To Tender (ITT), session provides the participants with detailed strategies for
• Front End Engineering and Design Engineer Procurement & managing the flow of, content and context of the information.
Construction Management (FEED EPCM), Guaranteed Maximum • Analysing the Bid Documentation.
Price (GMP) & “Turnkey”. • Delivering consistent message to the market.
• Are alternatives proposals to be considered?
• Preparing the Final Documents for release to the market
Session Two: Overview of developing the solicitation
Effective communication is the bottom line with any bid manage-
ment process. The process begins with convening a bid manage-
ment team, a scope of works (SOW) statement (description of Session Two: Bid evaluation
services) or specifications (description of goods), the bid evaluation Once the bid closes and all of the bid responses have been received,
criteria and what type of contract will be offered. The Bid must state the evaluation team now has the job of evaluating each bid and
a specific date and time deadline for receiving responses and eventually selecting the preferred tenderer to enter into contract
whether to hold pre-bid meetings to gage market response. In this negations. This represents a crucial task for the success or failure of
session we will explore what is needed to develop a Bid process to the bid process. In this session we explore evaluation processes.
go out to the market. • Price
• Team management (who is to do what and how to manage • Life Cycle
information) • Serviceability
• Develop a Scope of Works and Specifications (What standards or • Quality
quality are required)
• How are responses to be evaluated (Cheapest Price, Whole of Life
(WOL), ongoing support)
• How much are you prepared to pay? Session Three: Post bid negotiations
Once a successful tenderer has been identified from the evaluation
process that tenderer needs to be engaged. How the tenderer is
Session Three: Risk analysis engaged will depend largely on what is the nature of the agree-
ment the parties wish to enter. Following on from discussions from
Understanding the risks that face an approach to the market is
Session 2 on Day 1 this session will explore the nature of contracts
paramount to successfully procuring goods or services. Conducting
and agreements and provide an overview of dealing with contract
a risk analysis of the procurement process assists in identifying
negotiations.
inherent risks associated with the market conditions and provides
• Design, Construct, Manufacture, or Engineer, or Turnkey
opportunity to develop mitigation strategies for managing the
• Agreed Contract Milestones
residual risks that may be associated with the procurement process.
• Develop Negotiation Strategies
This session considers risk management methodologies and
• Offer and Acceptance
provides participants with concrete methods of managing both
internal and external risks.
• Transfer
• Mitigation
Session Four: Legal obligations & ethical behaviour
• Acceptance
• Risk Management Approaching the market to engage a supplier at both the local
international level has legal ramifications for both parties. In this
session we explore some of those legal matters but also discuss the
ethical behaviours that can also impact on the outcomes of a
Session Four: Time management competitive bid process.
As will all business functions, managing timelines and identifying • United Nations Convention on Contracts for the International Sale
critical milestones makes for good business outcomes. These same of Goods
principles apply to managing procurement processes. Ensuring • Conditions of tendering are the same for each tenderer;
that the bid management team meets its deadlines is crucial to • Conflict of Interest
ensuring that your procurement project is delivered on time and • Tenderer collusion
more importantly within budget. In this session we explore strate-
gies of managing timelines, project expectations, to meet the
organisations strategic objectives.
• Time Scale
• Critical Path
• Procuring for Project Specific outcomes
• Expectations and Perceptions
Book and pay by 23 March 2012, USD 1695 per delegate , save USD 500 3

4. REGISTER NOW
John Karras
Bid Management: T: +603- 2711 0701
Developing the Procurement Process F: +603- 2711 0703
E: johnk@trueventus.com
by trueventus
23 - 24 May 2012 | Renaissance Hotel, Kuala Lumpur - TRL10
COMPANY DETAILS
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