Why Attend This Workshop
Every business reaches a point where winning more work depends not just on how great your solution is, but on how clearly and convincingly you can present it. Whether you're a small business competing with giants or a growing company wanting to win more tenders, your proposal is your last word before a decision is made. This workshop is designed to turn your proposals into powerful sales tools, elevate your internal bid process, and help your team consistently win.
In this hands-on 2-day training, participants learn how to write persuasive, professional and compliant proposals that stand out, without the stress, chaos and last-minute scramble. You walk away with a refined bid process, proven writing techniques, practical templates and an energised, confident team ready to deliver quality proposals that win more work.
Led by Theresa Thom, APMP-accredited bid strategist and founder of BID Solutions, this course condenses over 25 years of real-world proposal experience into an engaging and practical learning journey.
What You Learn
Day 1: Mastering Sales Proposals
• The purpose of proposals
Why clients ask for them, how they evaluate and what they want to see
• Persuasion and value propositions
Understand the psychology of decision-making, craft compelling win themes
• Writing the executive summary
Structure summaries that hook readers and justify why they should pick you
• Proposal structure and compliance
Build clean, clear, compliant documents that evaluators love
• Supporting evidence
Using proof to build credibility and trust (CVs, case studies, testimonials, use cases)
• Writing style and visual impact
Clear writing, formatting tips, avoiding the seven (and AI-th) deadly sins of proposals
Day 2: Navigate Tenders Like a Pro
• Essentials of a Bid Centre of Excellence
Define roles, processes and tools to build internal capacity
• Opportunity qualification
When to bid and when to walk away: Unpacking the tender/RFP requirements and evaluation criteria
• Building the bid plan and kick-off meeting
Organise your response document, assign roles and create a winning game plan
• Answering RFP/tender questions
APS format, compliance matrices and techniques to make your submission standout
• Proposal production and quality control
From draft to delivery: Formatting, printing, packaging
• Post-submission and lessons learnt
What to do after submission and how to keep improving
Why this workshop is different
This is not a theoretical course with slides and fluff. You’ll participate in exercises, peer reviews, simulations and real-world application of tools and techniques used by top-performing sales and bid teams. It’s practical, relatable and highly interactive.
The workshop is ideal for:
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Business owners
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Sales professionals
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Proposal and tender writers
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Bid managers
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Admin and support staff involved in tender/RFP submissions
Whether you’re new to bidding or looking to mature your process, you will leave empowered with tools, templates and clarity.
Increase Win Rates
Learn the proven techniques and strategies that win work consistently
Reduce Proposal Chaos
Implement structured workflows that eliminate last-minute stress and improve collaboration
Write Faster, Better Proposals
Use templates, tools and writing guides to speed up response times and elevate quality
Communicate Value with Confidence
Learn how to present your offer in a way that speaks directly to the client’s desired outcomes
Build Team Capability
Align your team around shared standards, common tools and a consistent voice
Learn Real-world Tools
Tips and techniques drawn from 25+ years of bid experience, best practices and lived success stories
Meet Your Trainers
“Theresa and her team trained our entire sales department, and it directly improved the quality of our proposals and the credibility of our brand.”
Workshop Format and Investment
Public Workshop:
21 - 22 January 2026
18 - 19 February 2026
18 - 19 March 2026
Focus Rooms, Sandton
R7,750 per participant for both days
Bonus: Free coaching through your first tender/proposal post the training
Includes printed training materials, digital templates and
certificate of attendance
Includes lunch, tea, coffee and refreshments
Focused group of up to 12 participants
In-house Option:
Customised delivery at your premises for internal teams
Includes personalised proposal reviews (pre & post training)
You choose the dates, provide the venue and catering