Every year over €8.5 billion worth of contracts are awarded in Ireland through public procurement with many SMEs being very successful in winning these contracts. One of the best ways for County Carlow SMEs to grow sales is to understand how to bid for , and win , public sector competitions. Public procurement contests follow a formal, structured process and this introductory seminar will equip participants with the tools to navigate the public sector market place and to understand the process of how to bid effectively for public sector opportunities.

One of the best ways for Irish SMEs to grow sales is to understand how to win more tenders to public sector buyers. Public procurement contests follow a formal, structured process. This introductory workshop will equip participants with the tools to navigate the public sector marketing place and to understand the process of how to bid effectively for public sector opportunities.  

1. Navigating the Public Sector Marketplace:

• Overview of how public bodies buy, including below-threshold and above-threshold requirements.

• Explanation of common procurement procedures and documentation.

• Understanding what makes an opportunity suitable (or unsuitable) for you.

2. Using eTenders and supplygov.ie (Live demo):

• How to find opportunities, download documents, ask clarifications, and submit tenders.

• Walk-through of the key functions of eTenders.gov.ie and SupplyGov.gov.ie (for works-related opportunities)

3. Identifying and Qualifying Opportunities:

Reading tender documents quickly and correctly.

• Understanding mandatory requirements, pass/fail criteria, and suitability criteria - identifying red flags and bid/no-bid considerations.

• Step-through of the typical structure of a bid response

4. Developing an Effective Tender Strategy:

Researching previous competitions and understanding buyer expectations:

• Using publicly available information (e.g. published awards, PO spend data) to strengthen your approach.

• How SMEs can differentiate themselves when competing with larger suppliers

5. Writing Strong, Persuasive Bids:

• Techniques for clear, evidence-based writing.

• Linking responses to evaluation criteria.

• Demonstrating capability, experience, and added value.

• Avoiding common mistakes that reduce marks

6. Understanding Evaluation and Scoring:

How evaluators assess tenders – qualifying, selection and award criteria and what matters most:

• The importance of structure, compliance, and clarity

• Practical examples of how evaluators interpret responses

Trainer Profile  

Donnacha Phelan - Keystone Procurement  - A Co-Founder and Director of Keystone Procurement with 20 years  of  consulting  experience,  Donnacha  is  involved  in  all stages    of    our    business    cycle,    including    engagement management  and  delivery.  He supports public and  private sector   buyers   undertaking   procurement   and   tendering competitions,  and  is  an  experienced  public  procurement trainer and mentor. Key relevant services provided includes