Oil & Gas Tender

Oil & Gas Tender Training

Course Agenda

• Introduction

• Pre-tendering approach

• What interfacing should you do?

• What does the client require?

• What makes the client tender?

• The tendering flowchart – A tender to award process (RACI)

• FPAL records, is your record up to date? Practical at reviewing Company performance feedback, what the client sees, what should you do now? Report 1’s and report 3’s – importance of both.

• Prequalification and Qualification

• FPAL, In-house Supplier Databases

• Duedil – proportion of client spend with vendor – limits, stop signals, remedial action

• Short Lists

• Supplier Preferencing. Practical

• Gap analysis – based on current performance and/or capability (clients view)

• To tender or not to tender – that is the question!

• An example spreadsheet – Practical

• Gap analysis – spiders webs – Company vs. competitors – our internal view, how to address in Tender. Practical

• The Tender enquiry documents

• Standard ITT’s – are they being used??

• Standard for response

• If no tender, reasons to avoid future omission

• Response check sheet – an example with scoring from the Clients viewpoint

• The Tender and Response

• Hints, Tricks and Traps – what to do/include/exclude

• Compliant vs. Non Compliant bids

• Comparison models – Contract success factors/KPI’s – competitor analysis. Practical

• Technical vs. Commercial; Innovation as a key differentiator – Whole Life Costing option

• Terms & Conditions – What are the main contract sections a client is unlikely to compromise on??

• Financial Review

• Other salient points:

• Criticality

• HSE

• Quality

• Schedule

• Business Continuity

• Subcontracting

• Tender Evaluation – Weighted Scoring – an example

• What will make the Client award you the contract. Practical

• Contract Negotiation and Award

• Kick-off Meeting – the importance of.

• Summary and close