“Special thanks to our knowledgeable and effective trainers! I particularly appreciated the scoreboard that helped the entire team to stay motivated and engaged with a sense of healthy competition” -Varsha Sharma, Fujitsu Global

“Teach a man to fish, you feed him for a lifetime”

– Lao Tzu

In response to demand, we’ve just launched Telperion Training across our three core offers – train your people in bids, storytelling and how to grow their accounts. (Not how to fish though.) Either teams come for a two day retreat in Somerset, or with offshore resources we carry out our bespoke courses over Teams, using collaboration technology like Mural. For the offsite your people stay in The George, a beautiful old coaching Inn up the road, and we break the day up with farm-based fun like clay shooting, horse riding and country dog walks up Cley Hill.

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Modules

9.2/10

Client Feedback

Step 1

Win Themes

This session looks at establishing the pillars of your bid – win themes. These are the key differentiators that only YOU can bring to the table. This is what helps your bid stand apart to a marker. We work through an example storyboard, giving the class a chance to practice mapping win themes onto RFP questions. The trainers will embody an example organisation, from whom the trainees will practice drawing out their win themes.

Step 2

Bid Writing

This session gets into the practical detail of how to write a bid. As experienced bid writers, we provide trainees with tips and tricks to gain maximum marks. We work through how to approach questions, methods to signposting key information from the RFP, and ways to liaise with SMEs to refine responses. We use small group sessions to engage discussions and allow opportunities to regularly put information into practice.

Step 3

Executive Summaries

This session focuses specifically on the Executive Summary. This is key part of the bid process, and this session teaches trainees tips to be clear and concise while addressing the client’s needs. We work through methods to make your bid attractive and digestible to an executive, encouraging you to think about ways for offers to show commitment, appetite and boldness.

Step 4

Winning Design

Make it really visually engaging if you want it to land. This final session encompasses the design of your bids. Our in-house designer provides your team with experienced tips to enhance the content of your bid through its design. We work through how to create a consistent visual theme, examples of eye-catching bids, and the importance of clear diagrams.

Step 1

‘See the Story’

We help you pull out the key components of your story. In this session we begin with an interactive activity, to better understand trainees’ pain points and challenges. We simulate a client situation, where trainees can practice understanding a client’s requirements, and building a solution that fits their needs. We offer trainees some time to work individually, constructing their response, before feeding back in a group discussion the information they deem most applicable to the specific business requirements of each client.

Step 2

Making it Sing

This session discusses how to transform key technical information into a compelling story. The Telperion writers guide trainees through planning their stories, sharing tips and techniques that they personally use in their storytelling work. There is a short written task and then we return to the whiteboard to close the session, discuss learning points and any remaining areas of difficulty. This ensures no-one walks away from a session unfulfilled.

Step 3

Better Writing

This session gets into the practical detail of writing better. As experienced storytellers, we provide trainees with tips and tricks to convey a compelling message. Trainees work in groups, using their written task from step 2, to construct a response to the client’s needs. Trainees use their knowledge to construct a solution to the client’s requirements and put their training into practice constructing a story.

Step 4

Presentation Skills

This final session reflects the end-point of the storytelling process – presenting your work. We first work through common and individual pain points of presenting, and how best to answer questions, deal with unforeseen problems and make the best impact possible on your client. The trainees can simulate a real-world presentation meeting, with the safety to make mistakes.

Step 5

Live Firing Session

The Telperion team collaborate with the trainees on a current project of their choosing. We hold a round-table discussion to inspire creative thinking, providing our insight and fresh ideas to give your project a new lease of life. This is a live opportunity to work through a value proposition, guiding the team through using all the skills they have just learned to shape their project into something real which they can use. This session is entirely bespoke and tailored to the specific trainees on the course.

Step 1

Identify Your Target Areas

Step one of building your account is understanding what makes you stand out from the competition in your account - which offerings, what capabilities, which people. This session encourages trainees to think about their niche. We discuss how to interpret and analyse current perceptions of the account, the account history and what some good goals and desired outcomes would be.

Step 2

Stakeholder Mapping

Learning the skills and tools to identify, map and research key stakeholders. We give an example of an account and encourage trainees to practice selecting the key people they will map and make a strategy of how to target them.

Step 3

Communication and Revitalisation

We teach trainees successful methods to reach out to stakeholders – e-newsletters, bespoke collateral, targeted email, LinkedIn posts and connections, physical artefacts. This session includes interactive activities. We cover strategies to set out clear intentions and discuss how to propose a bold commitment furthering their business objectives. Then this training is put into practice.

Step 4

Collateral

We discuss how to create, write and design targeted material that will speak to their objectives. In our experience, there are often one pagers or presentations. To conclude the training programme, trainees will work together to create an impactful one pager detailing either the stakeholders and objectives from the example company, or they can choose to bring their own project to the fore and have a go – with Telperion’s support – at creating compelling collateral that can be put to use in the real world.