Master the Bid AND Tender Process with Confidence
- Clear insight into procurement's key drivers
- A practical framework: the ROO Model
- Stronger negotiation capability
- Higher-quality submissions
An immersive, two-day program developed for anyone involved in bid or tender processes.
WHAT ARE THE OUTCOMES?
By the end of the program, participants will have
- A deeper understanding of the Procurement Function
- A working framework (ROO) to navigate procurement processes
- Stronger negotiation capability across the bid lifecycle
- Higher-quality submissions that resonate with procurement teams
HANDS-ON CAPABILITY PROGRAM
The Procurement Playbook™ is a two-day, hands-on capability program that helps professionals understand how procurement teams operate and how to engage them more effectively throughout the bid and tender lifecycle.
HANDS-ON CAPABILITY PROGRAM
The Procurement Playbook™ is a two-day, hands-on capability program that helps professionals understand how procurement teams operate and how to engage them more effectively throughout the bid and tender lifecycle.
Your Playbook for High-Stakes Procurement.
- Strategic Procurement Objectives
Distilling complex organisational goals into singular, actionable strategic trajectories. Elimination of noise through structural analysis.
- A practical framework: the ROO
Technical empowerment of the core team. Establishing repeatable frameworks for sustainable architectural growth.
- Stronger negotiation capability
Market penetration and continuous refinement. Ensuring the structural integrity of the brand remains optimised during scale.
Understanding Procurement's Ecosystem
Understanding procurement's purpose and key drivers behind their decisions. What motivates procurement professionals, and how can you better align with those objectives?
WHO IS THIS FOR?
The Procurement Playbook™ is an essential resource for any professional involved in the bid and tender lifecycle.
- Senior Business Development Managers who want to equip their teams with a repeatable, modular framework for navigating complex procurement environments.
- Enterprise Account Executives who want to equip their teams with a repeatable, modular framework for navigating complex procurement environments.
- Technical SMEs & Architects who want to equip their teams with a repeatable, modular framework for navigating complex procurement environments.
- Finance, Legal & HR Contributors who want to equip their teams with a repeatable, modular framework for navigating complex procurement environments.
Built for What's Next. Already.
- CLEAR INSIGHT INTO PROCUREMENT'S KEY DRIVERS
Understand what matters to procurement and how to align your value messaging.
- A PRACTICAL FRAMEWORK: THE ROO MODEL
Relationships • Organisations • Objectives. A simple, repeatable guide for navigating procurement.
- STRONGER NEGOTIATION CAPABILITY
Move beyond discounting and communicate value that resonates with procurement priorities.
- HIGHER-QUALITY SUBMISSIONS
Craft compelling, procurement-aligned responses that improve shortlisting and contract award rates.
PROGRAM STRUCTURE
- Strategic Procurement Objectives
Understanding procurement's purpose and key drivers behind their decisions.
- Procurement Structure & Conduct
How procurement functions are typically structured within organisations. Understanding the maturity curve and where your client's procurement team sits on it.
- Category Management
This session focuses on the procurement strategy designed to align long-term supply and demand.
- Category Plans & Tools
A deeper dive into category planning, highlighting procurement's objectives in developing and managing categories over time.
- The ROO Model in Practice
Apply the Relationships–Organisations–Objectives framework to live procurement scenarios.
- Bid & Tender Response Writing
Craft procurement-aligned submissions that speak directly to evaluation criteria.
- Negotiation Tactics
Move beyond price-based negotiation and communicate value that resonates with procurement priorities.
- Stakeholder Engagement
Build trusted relationships with procurement and wider buying-team stakeholders.
Ready to build the foundation?
Understanding procurement's purpose and key drivers behind their decisions. What motivates procurement professionals, and how can you better align with those objectives?
THE FOUNDER
Created by Sam Trifiletti, The Procurement Playbook™ addresses a common key challenge: vendors discounting unnecessarily due to misunderstanding procurement's drivers, evaluation methods, and negotiation practices.LinkedIn — Sam Trifiletti
VOICES OF THE NETWORK : Past Students
It was fast, it was easy. It was fun
"The modular structure of this program makes it incredibly practical. It's not just theory; it's a hands-on guide to how procurement actually thinks. We now approach the bid and tender lifecycle with a level of confidence we simply didn't have before."
We stopped leaving money on the table
"Before this program, our team had no idea how procurement evaluated us beyond price. Now we speak their language — risk, compliance, total cost of ownership. Our average deal size is up 34% since completing the Playbook."
I wish we'd had this five years ago
"The Procurement Playbook™ reframed everything. We stopped pitching and started solving. Our close rate on enterprise accounts improved dramatically — and the relationships we're building now are genuinely long-term."