Tendering: how to strategically position your business

Tendering: how to strategically position your business

Tendering: how to strategically position and present your business

2 Formal CPD Points

Available on demand


This seminar will explore the world of competitive tendering. It will allow you to better navigate the tender process, from pursuit through to submission. The seminar will provide insights into how to select the right partners, how to maximise the likelihood of being shortlisted, how to strengthen your contribution to major tender processes and how to develop a tender strategy and translate that into action.

The seminar will be presented in modules based on the business development cycle and covering pursuit, return on investment, tender and post tender. 



This presentation is equivalent to 2 hours/points of formal CPD and will deliver outcomes related to the following Competency/s from the National Standard of Competency for Architects:

2015 Competencies:

Practice Management 
9.2 Knowledge and application of practice resources required to ensure efficient and effective professional service. 
9.3 Identification and application of practice systems and quality management systems to facilitate efficient and timely delivery of architectural services in accordance with project objectives.
9.6 Knowledge and application of professional ethics and ethical practices in respect to practice management and provision of professional service.

2021 Competencies:

Practice Management and Professional Conduct:

PC 2 Implement practice resources and apply ethical employment practice methods and quality assurance systems to facilitate efficient, consistent and timely delivery of architectural services. 
PC 4 Be able to apply principles of project and staff planning and resource costs to establish realistic and achievable timeframe. 


Learning Outcomes

At the end of this session participants should be able to:

  • Apply useful tools to strategically position and present your business for tendering success
  • Construct a tender strategy that addresses each step in the business development cycle
  • Analyse requirements and compose tender submissions across government and private sector and also on major submissions with consortia
  • Review post tender and identify lessons and innovation concepts that can be adopted for future opportunities




    Deborah is a professional Tender and Business Development Strategist and Performance Coach with over 15 years in international and domestic project management, business development and tendering on projects ranging from $1 million - $2 billion. Her clients in the last 6 months alone include Puma Energy, Macquarie Capital, Laing O’Rourke, Transdev, Programmed FM, UGL, DownerTenix, Coffey International, John Holland, Transfield Services, and Axiom Mining.




    Over a 25 year career, Paola has supported the business development, client relationship and tender management functions of major infrastructure companies, including Leighton, Thiess and Baulderstone. Paola’s multifaceted experience also allows her to understand these functions from a design consultant, developer and project management perspective.






    Non Member


    SONA Member



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  4. Undertake your course work at your own pace.
  5. Once you have completed all the course material, you will be prompted to complete your assessment and feedback, after which your formal CPD certificate will be made available.