// WTSL - Winning Tenders for Service Leaders

WTSL - Winning Tenders for Service Leaders

CPD Points: 10
Duration: 10 Hours
Media Type: Clustered Asset
Provider: Academyst (eMedicus Ltd.)


Recent research suggests that the commercial sector is outstripping the NHS in tender wins by a ratio of about 2 to 1. Ironically, in many cases existing NHS organisations have the cards in their favour but fail to play them in the right way to win what has become a survival game for many services. This highly practical programme is designed to ensure that clinical services identify the right opportunities and then learn to seize them in a manner that ensure they win. We’ll look at Any Qualified Provider, full EU Tenders and how to be ready for process with no second places. We’ll thoroughly examine how to stack the deck in your favour (ethically) and ensure your bid is a winning one. This crucial skill set is one best acquired BEFORE you find yourself in a tender for your own service’s future!


  • Fully understanding the marketplace and how it works
  • Understanding 'business' opportunity in the modern marketplace
  • Identifying suitable opportunities - information and innovation
  • National trends & initiatives as sources of opportunity
  • The move to primary care - a whole new playground
  • Opportunities and threats arising through GP Commissioning
  • How to think and behave with respect to GP Commissioning
  • Any Qualified Provider – impact, implications & opportunities
  • Re-thinking form, access and pathways
  • What is business development from a clinical service perspective?
  • The business development process - core components
  • Taking effective strategic decisions
  • Tendering – a core market principle


  • What is a tender?
  • Different types of tender
  • The basic principles of the tendering process
  • Understanding tender timescales, rules & conduct
  • System-managed tenders & tendering organisations
  • Tender information events – how to approach them
  • The pre-qualification stage (PQQ)
  • Ensuring you get asked to the party
  • The Invitation to Tender stage (ITT)
  • Presenting your service in the best possible light
  • Understanding how tenders are assessed – weighting
  • Appropriate specification matching
  • Critical pitfalls that so many NHS services fall into
  • The over-specification trap
  • The lack of lateral thinking trap (the continuance trap)
  • Special considerations in open dialogue tenders


  • Why the commercial sectors wins so often
  • Hard lessons that must be taken on board
  • Developing early identification processes
  • Creating a bid team with the right constituents
  • Advanced preparation – matching the right activity to different stages
  • Using a tender event to maximise your chances
  • Understanding WHY and using it to drive your approach
  • Identifying critical requirements and go-no-go components
  • Can you influence the tender specification?
  • Strategic moves to ensure tender success
  • Strategic positioning – a longer term approach
  • What else can you influence?
  • The use and pitfalls of an added-value offering
  • Use of partnering and strategic co-optation to improve attractiveness


  • When to go it alone and when to partner
  • Core principles in partnership & joint ventures
  • What might a productive partnership look like?
  • What's suitable for a partnership and what isn't?
  • Partnership opportunities with primary care
  • NHS-commercial partnerships (including independent sector and pharma)
  • Making an approach to potential partners
  • Ensuring the partnership is a true win-win
  • Critical considerations when structuring partnerships
  • Value and share
  • Exit considerations - when and how

  • Doctors - Junior
  • Doctors - Middle
  • Doctors - Senior
  • Nurses - Junior
  • Nurses - Middle
  • Nurses - Senior
  • Business & Administration - Junior
  • Business & Administration - Middle
  • Business & Administration - Senior
  • Allied Pros - Junior
  • Allied Pros - Middle
  • Allied Pros - Senior