Training Tendering, Cost Estimation and Risk Analysis for Project Manager

Course introduction

This course is designed for sales personnel, bid managers, project personnel and technical consultants responsible for responding to tenders. The course aims to prepare the participants with the necessary knowledge and skills in reviewing tender documents, understanding thoroughly the requirements of the tender and, thereby, conducting a complete and accurate scoping of the requirements of the tender.

This thorough scoping will lead to the estimation of the project cost including ensuring that a complete and comprehensive risk assessment has been made and all project considerations have been taken into account.

Target Audience

Sales personnel, Consultants and Project professionals responsible for preparing and giving inputs during the tendering process.

Course Outline

The Tendering Process

  • A general introduction to the overall Tendering process from the customer perspective.

Review of Standard Tender Documents

  • A sample government tender and private tender will be reviewed to understand the format of the tender document and determine what is expected of the proposer.

Project Considerations

  • The participants will review the important considerations that need to be made when evaluating and responding to the tenders that they work on, such as, Financing, Partnership, Cost, Competition, Account Management, Degree of Domain Knowledge, Risks, Forex Issues, Tax Matters, etc

The Bid Team

  • A generic Bid Team is reviewed.

Planning Your Solution

  • The planning process
  • Tools and Techniques in Planning

Understanding Contracts

  • Types of contracts
  • Understanding the various contract types and the pro’s and con’s of each

Selecting Your Vendors/Partners

  • Vendor Audit and Selection and Joint Ventures

The Requirements

  • The importance of Gathering Requirements
  • Types of Requirements, etc

Cost Estimation

  • Estimation Principles – Why, When, Who – What is an Estimate?
  • What parameters to Estimate?
  • Introduction to Cost Estimating Process
  • Understanding the types of cost estimating methods
  • Economic principles – concepts such as economies/diseconomies of scales, productivity, reuse, learning curves are used to illustrate additional methods to improve cost estimates
  • Project Financing

NPV and Financing Models

What is NPV?
The common used formula related to NPV

The Proposal
Developing an effective proposal flow
Preparing a proposal preparation checklist
Preparing a management summary

The Value Proposition
Defining and understanding what is customer value proposition
Develop a customer value proposition framework
Tools and techniques to construct a customer value proposition

Group Sharing
Cost Management
Scope Management
WIP Management

Risk Estimation & handling
Risk Management Principles
Risk Management Process
Risk Identification
Risk Prioritisation
Risk Response
Risk Monitoring and Control

Negotiation Techniques
Understanding effective negotiation methods
Do’s and Don’ts during a negotiation
Achieving WIN-WIN

A generic, comprehensive Checklist, pre-prepared based on the considerations that were discussed earlier, will be handout out to the participants for discussion. The focus will be on how to use the checklist, how it can be modified to suit the unique nature of the tenders faced by each BU and recommended improvements for the generic checklist.


  • Group Discussions
  • Group & Individual Exercises
  • Presentations
  • Games
  • Case Studies
  • Role Plays
  • Self-Assessment
  • Action Plan


  • Certificate, Quality Training Kit (Pencil case: Erase, Bolpoint, Pencil, Tipe X, Stabillo, Flash Disk 8 GB), Bag,.
  • Training Material (HandOut & SoftCopy)
  • Convenient training facilities in stars hotel
  • Lunch and Coffee Breaks
  • Souvenir

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Catatan :

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Lokasi training Pilihan : di Jakarta, Yogyakarta, Bandung, Bali, Lombok, Malang, Balikpapan, Bogor, Batam, Surabaya, Semarang, Solo, Makasar, Banjarmasin, Pontianak, Timor Leste, Singapura, Kuala lumpur .