Classroom/ Online: Yes/ No
Scheduling Date(s):
1) 10 Mar 2026 (classroom)
2) 16 Jun 2026 (classroom)
Note: Please click specific date for detailed venue and course fee etc.
PITCHING TO WIN BIDS, TENDERS AND RFPs
- How to Win More New Businesses
When responding to bids, tenders and RFPs (requests for proposal), there is always that final stage often called the beauty parade, where the bidder presents their solutions face-to-face to the prospect’s executive team. Even when bidders have compelling solutions that meet every stated need of the bid document or RFP, the final decision could – and has often – come down to how compelling the pitch itself is presented. Many bids are lost purely on how the pitch is presented because besides the quality of the solutions, which is important, the prospect is also looking for the “right business partner” and this is evident in the way they respond to the bidder’s character, leadership and trustworthiness. When bidders do not display these skills during the pitch, the war is already lost. What other crucial qualities or steps do bidders need to put in place at every pitch to improve their chances of winning that bid, tender or RFP?
When responding to bids, tenders and RFPs (requests for proposal), there is always that final stage often called the beauty parade, where the bidder presents their solutions face-to-face to the prospect’s executive team. Even when bidders have compelling solutions that meet every stated need of the bid document or RFP, the final decision could – and has often – come down to how compelling the pitch itself is presented. Many bids are lost purely on how the pitch is presented because besides the quality of the solutions, which is important, the prospect is also looking for the “right business partner” and this is evident in the way they respond to the bidder’s character, leadership and trustworthiness. When bidders do not display these skills during the pitch, the war is already lost. What other crucial qualities or steps do bidders need to put in place at every pitch to improve their chances of winning that bid, tender or RFP?
Objective
Upon completing this training, participants will:
- Understand what prospects look for in a tender pitch
- Learn what the pitfalls of pitches are and how to avoid them
- Learn strategic and differentiated ways to pitch within a tight timeframe
- Learn how to develop the best process within their organisation
Outline
The Key Features of Bids, Tenders and RFPs
Learn from Mistakes of Bad/Ineffective Pitches
How to make your Pitch Compelling and Memorable
How to develop an Effective Pitching Process in your Organisation
- The must-haves of responding to bids, tenders and RFPs
- The complete understanding of stated needs and deal-breakers
Learn from Mistakes of Bad/Ineffective Pitches
- Learn what can go wrong in pitches
- Learn how to plan a compelling pitch
How to make your Pitch Compelling and Memorable
- Learn methods of pitching to differentiate yourself
- Learn how to deliver memorable pitches that increase your chances of winning
How to develop an Effective Pitching Process in your Organisation
- Learn to develop a strategic process to improve the chances of winning every bid, tender and RFP you take part in
Who should attend
- Tender/Bid/RFP teams
- Executives who deliver pitches at beauty parades
- Anyone who might need to present pitches in any form
Methodology
Harnessing the trainer’s 12 years heading a sales proposal team at Standard Chartered Bank, participants get many real-life examples of the do’s and don’ts of presenting pitches as well as the responding to pitches process. There will class exercises and practice after each lesson learnt. Participants will be recorded (video) so they learn from their own mistakes. Participants will leave the training with plenty of ideas that will help them develop a strong and effective pitching process back at their workplace. Every training session will be unique and different.
Profile of Joseph Wong
Corporate Storyteller and Sales Proposal Leader
Joseph spent 36 years at Standard Chartered Bank managing traditional and innovative banking spanning Retail, Wholesale, Commercial banking, Marketing, Business Re-engineering, ISO9001 accreditation, Process Management, Sales Management, Communication, Micro-learning not just in Singapore but globally.
Twelve years of his career at Standard Chartered were spent heading the Wholesale Banking’s Proposal Management team that responded to Requests for Proposals (RFPs) in Cash Management, Trade Management and Securities Services businesses. As a director managing holding the only such responsibility in the entire bank, he developed rules and processes relating to responding to RFPs and pitching tenders to prospects throughout the twelve years he was at the helm. His role also included training sales teams in Standard Chartered offices all over the world in proposal management and presenting solutions.
Joseph is now a Communications and Leadership coach and is one of only a handful of Phonetics coaches in Singapore. He also developed exhaustive and far-reaching communications programmes such as Corporate Storytelling and the high-profile SUSS-IAL commissioned Command the Room corporate communication workshop. He also authored The Three Monsters that Destroy Your Career, a must-have set of qualities and expectations for graduates starting on their first job, leaning heavily on communication and leadership.
Today, he takes his communication and leadership skills beyond Singapore under the brand josephwong.co to help the wider sector of parents and teachers. Joseph is both ACTA and TESOL certified.
