Our Services » Training » Winning Tenders - Lessons from the Trenches

  • Do you want to win more key accounts?
  • Do you want to know how to increase your odds of winning business and keeping it?

4.8 stars from 42 testimonials


All reviews are included in full at the bottom of this page.

Tendering for business is a costly exercise. Did you know that 70% to 80% of tender proposals submitted by suppliers are unsuccessful? What if you could increase your success rate by even 10%? Learn from experts in procurement how to increase your odds of winning and retaining key accounts. We have applied these lessons ourselves to win major tenders.

Winning Tenders "Lessons from the Trenches" is a one-day interactive workshop packed with real examples and real experiences to give you an insight into the unwritten rules that help increase your odds of success for winning and retaining business.

We have assisted clients on about 40 responses to tenders and RFPs. We have run over 100 tenders and RFPs and as such we know what works and what doesn’t.

There is no silver bullet in this area, but we can teach you to increase your odds of success.

We have a mix of winning tenders training workshops:

  • 2 hour introduction workshop 
  • One day workshop.

The theme for these workshops is Lessons from the Trenches. We have learnt these lessons in the real world, not from a text book. They have been hard and often expensive lessons.

A lot of organisations that have attended this training have gone on to become clients that we have helped try and win tenders and RFPs.


Clients that we have trained in winning tenders include:

  • Align
  • Alsco
  • APX
  • AsureQuality
  • Capiche
  • Clockwork
  • Flight Centre
  • Gabrielle O'Connell
  • Gibson Sheat
  • Hamilton City Council
  • Hertz
  • Kada
  • Konica Minolta
  • Orbit Travel
  • Pivotal Thames
  • Staples (formerly Corporate Express)
  • The Johnson Group
  • Training for You
  • Winsborough

We used the consulting services of TIGL (in particular Frank Aldridge) to help with preparing our All of Government (AoG) RFP response. Frank provided a fresh perspective, especially in our Executive Summary Section. This resulted in our selection as a Panel Vendor to the Government Sector.

Derak G, Konica Minolta

The Integral Group played an invaluable role in helping us work through an All of Government tender process. Their advice and guidance, based on many years experience within the Government sector, played an important role in our being successfully appointed to the panel of suppliers. Many thanks to Frank and the TIGL team.

Paul O, The Orbit Group

I would just like to take this opportunity to thank you for the work you have done for ToTal Harbour City Guards Limited to date. I find you very professional in your approach to what you do, and I have really appreciated your ability to understand our business environment really quickly. I have found your work ethic second to none and the presentation of the work you have done for us has been exemplary. I look forward to working with you again soon.

Paul R, ToTal Harbour City Guards

I recently worked with Frank Aldridge, The Integral Group Limited to write tender documents for a significant government tender. I found Frank and his team to be exceptionally well prepared, totally dedicated to the task at hand and willing to go the extra mile to meet the tight timeframes. Frank’s experience in the preparation of tender documents, responses and the assessment of tender applications was apparent. We were able to cut through the government speak and get straight to the important stuff. I was 100% satisfied with the service from Frank.

Denise S, Training For You

Frank and The Integral Group recently worked with Boost to respond to a lengthy Request for Proposal for a large government department. With Frank's support we were able to identify our key strengths and ensure that these strengths were evident throughout our response. Some of his more practical advice on formatting made our response a lot clearer and enabled us to provide a proposal that was easy to digest whilst still showing the breadth of our services. We'd recommend Frank and The Integral Group’s services to anyone who wants to improve on their responses to crucial RFPs.

Kirstin D, Boost

We used the training services of TIGL (in particular Frank Aldridge as the Facilitator) to help us better understand the tender (RFP) process. Frank provided an "easy to follow practical tips and traps session" covering the various parameters of the tender process. This resulted in a better understanding of "the do’s and don'ts" in relation to tenders.

Derak G, Konica Minolta

All good. Thank you

Richard S, Booker Spalding Ltd

The workshop provided clarity about the tendering process and taught me I need to work hard to get into the head of my potential clients to have better success tendering.

Anna C, AbacusBio

Frank delivers complex information in a fun and inclusive way that is highly engaging and thought provoking

Peter C, Dale Carnegie

Having attended one of the Integral Group’s workshops on responding to RFPs, we had no hesitation in engaging Frank to assist us bid for a strategic piece of work that we very much wanted to win. We thought we knew what we were doing, and to a certain extent we did. However Frank’s advice, critique and guidance was invaluable in notching our response up a level. We were delighted to make the shortlist, which was our aim.

Bev M, Winsborough Ltd

Excellent techniques, DOSAC, scrum board

Kevin P, The Duke of Edinburgh’s Hillary Award

Extremely practical workshop that cuts to the practical and real aspects of tendering without unnecessary theory.

Peter D, Ace Training Ltd

Great content, good presentation, clear and concise

Ben H, Noel Leeming Group

Great session – short, well aimed with lots of value adds! Thank you!

Dominic L, Datacom Systems

I now feel more confident to engage in the process

Serenah N

An interesting, effective and well-paced workshop on winning tenders – very well presented package.

Ralph T, Training For You

Left with useful tools, didn't expect to

Anderson W, Noel Leeming Group

Presenter with energy and focus generated really useful tools for approaching tenders.

Sheryl S, Pivotal

I thoroughly enjoyed this workshop. Frank is charismatic and knows his stuff. I learnt some valuable lessons and will definitely come to another workshop.

Melanie B, Chaucer Press

A well delivered workshop that has re-inforced basic principles and introduced structures that will improve our internal procedures in preparing a response to an RFP.

Nevinia D, Atlantic Pacific Radius

If you are in the need to win more business – then you need to know what is behind the decision making process. This course will help you – fast!

Eugene M, Effective4 Ltd

For the short time this course ran for, it got me thinking more about how to work more effectively.

Rob O, Red Wolf High Level Security

Great tools and stories of experiences. Good group exercise.

Josh P, Technical Advisory Services

Covered very helpful information in an interesting format. Liked the offer of giving tools to use, e.g. template, Right Start video.

Marie E, Aiscorp

Really engaging and informative.

Zaynah A, Technical Advisory Services

Was very informative. Got out some good techniques!

Satbhama N, Technical Advisory Services

Olga S, NZ Trade & Enterprise

An overview presented superbly.

Gil H, Aiscorp

Good first step and would be good to have a longer workshop.

Clint S, Epicure

Very helpful - a good toolkit!

Linzi J, Victim Support

Gudrun A, Technical Advisory Services

Stefan R, Wasabi Air Ltd

Great introduction.

Adrian M, Wasabi Air

Great interaction with guys.

Kerry T, Kada Commercial

I picked up some excellent tips I will use with my own team.

Mathew F, SQUIZ

Really good, I liked the tips for organising ideas and working towards solutions.

Ly-Ly W, Technical Advisory Services

Kai T, Park Hotel

There should be more exercises to practice.

Elly P, Carter Bevan

Short, focused, practical, helpful.

Richard W, G2G Partnerships Ltd

Informative and fun.

Mo A, Howard Flooring

Great processes and systems to use.

Craig M, Wasabi Air

Having a personalised training session meant we were successful in our RFP. I was able to learn and understand how RFPs are assessed, and the importance of the scoring criteria. While responding in such a non-emotional way was a challenge, it meant I was able to structure my response to focus on being very specific with my answers - giving us a much better chance.