CBLM Events 2

COMPETENCY-BASED LEARNING
MATERIAL
Sector TOURISM
Competency PLAN AND DEVELOP EVENT
PROPOSAL OR BID
Module Title DEVELOPING PROPOSAL
AND BID DETAILS
Prepared by MARIETTA L. VERCHEZ
San Francisco Institute of
Science and Technology,
Malilipot, Albay
PLAN AND DEVELOP EVENT PROPOSAL OR BID

Developed by: MARIETTA L. VERCHEZ
SFIST, Malilipot, Albay 1
SUMMARY OF COMPETENCY-BASED
LEARNING MATERIALS
NUMBER UNIT OF MODULE CODE
COMPETENCY TITLE
1 Plan and develop event Planning and TRS342315
proposal or bid developing event
proposal or bid
2 Develop an event concept Developing an TRS342316
event concept
3 Develop event program Developing event TRS342317
program
4 Select event venue and Selecting event TRS34231
site venue and site
5 Develop and update Developing and TRS342319
event industry knowledge updating event
industry knowledge
6 Provide on-site event Providing on-site TRS342320
management services event management
services
7 Manage contractors for Managing TRS342321
indoor events contractors for
indoor events
8 Develop and update Developing and TRS342322
knowledge on protocol updating
knowledge on
protocol
HOW TO USE THIS LEARNING MATERIAL

Welcome!
The unit of competency, Plan and Develop Event Proposal / Bid is one of the
competencies of Events Management Services NC III, a course which comprises the
knowledge and skills that a person must achieve to coordinate events, functions and/or
conferences which may be held in conference centers, hotels, motels, restaurants,
clubs, resorts and luxury liners
The module, Planning and Developing Event Proposal / Bid contains
knowledge, skills, behavior and motivations required to plan and develop proposals and
bids for the staging of meetings and events. Depending on the context, this role could
be performed by a wide range of individuals including event managers, local or regional
tourism managers, venue managers and marketing managers. In this module, you are
also required to go through a series of learning activities in order to complete each
learning outcome. In each learning outcome are Information Sheets, Self-Checks,
and Task Sheets. Follow and perform the activities on your own. If you have
questions, do not hesitate to ask for assistance from your facilitator.
Remember to:
 Read information sheets and complete the self-check. Suggested
references are included to supplement the materials provided in this
module.
 Perform the Task Sheets and Job Sheets until you are confident that
your outputs conform to the Performance Criteria Checklist that follows
the sheets.
 Submit outputs of the Task Sheets or Job Sheets to your Facilitator for
evaluation and recording in the Accomplishment Chart. Output shall
serve as your portfolio during the Institutional Competency Evaluation.
When you feel confident that you have had sufficient practice, ask your trainer to
evaluate you. The result of your assessment will be recorded in your Progress Chart
and Accomplishment Chart.
Recognition of Prior Learning (RPL)
You may already have some of the knowledge and skills covered in this module
because you have been working for some time already have completed training in this
area.
If you can demonstrate to your teacher that you are competent in a particular skill
or skills, talk to him/her about having them formally recognized so you don’t have to do

the same training again. If you have a qualification or Certificate of Competency from
previous trainings show it to your teacher. If the skills you acquired are still current and
relevant to this module, they may become part of the evidence you can present for RPL.
If you are not sure about the currency of your skills, discuss it with your teacher.
You must pass the Institutional Competency Evaluation for this competency. A
Certificate of Achievement will be awarded to you after passing the evaluation.

MODULE CONTENT
UNIT OF COMPETENCY : Plan and Develop Event Proposal or Bid
MODULE TITLE : Planning and Developing Event Proposal or

Bid
INTRODUCTION : This module covers the knowledge, skills,

behavior and motivations required to plan and develop proposals and bids for the
staging of meetings and events. Depending on the context, this role could be performed
by a wide range of individuals including event managers, local or regional tourism
managers, venue managers and marketing managers
SUMMARY OF LEARNING OUTCOMES:

Upon completion of this module the trainee/student must be able to:
LO1. Interpret event brief
LO2. Develop proposal and bid details
LO3. Develop bid materials
LO4. Submit or present the bid or proposal on time
ASSESSMENT CRITERIA:
1. The contents of the event brief are accurately interpreted and the company’s
capacity to meet stated requirements is assessed.
2. Action required for the development of the proposal or bid is identified and
planned.
3. Liaison with customer is undertaken to clarify requirements when appropriate
4. Details for inclusion in the proposal/bid are developed after consultation with
suppliers and other relevant agencies.
5. Options to meet and where possible, exceed the expectations of the customer
are developed including integration of current and emerging technology.

6. Possible competitors are evaluated and strategies to address competitive issues
are developed.
7. Bid materials are prepared within the designated time lines in accordance with
the requirements of the brief.
8. Materials are presented in a format that maximizes the use of presentation and
promotional techniques.
9. The proposal/bid is delivered within the prescribed time line.
10. Proposal/bid presentation is conducted with maximum visual/retention impact.
METHODOLOGY:
Brainstorming
Focus Group Discussion
Case Study
Blended learning
Simulation
CONDITION:
Computer set with internet

Metacards
Writing tools
LCD projector
Printer
Software for presentation skill
Sample bids or proposal
Reference book for business proposal writing
ASSESSMENT METHOD:
1. Oral questioning or interview

2. Review of portfolios of evidence of on-the-job performance by the candidate
3. Third-party workplace reports of on-the-job performance by the candidate

LO1. Interpret Event Brief
CONTENTS:
1A. Event Brief and Its Requirements

1B. Liaising with Customers
CONDITION:

Metacards
Writing tools
LCD projector
Printer
1. The contents of the event brief are accurately interpreted and the company’s
capacity to meet stated requirements is assessed.
2. Action required for the development of the proposal or bid is identified and
planned.
3. Liaison with customer is undertaken to clarify requirements when appropriate
METHODOLOGY:
Brainstorming
Case Study
Simulation
ASSESSMENT METHOD:
Oral questioning or interview

Review of portfolios of evidence of on-the-job performance by the
candidate
Third-party workplace reports of on-the-job performance by the candidate

Learning Experiences:
LEARNING ACTIVITY SPECIFIC INSTRUCTION

Read Information Sheet 1.1A: If you have some problem on the content
Event Brief and Its Requirements of the information sheet don’t hesitate to
approach your facilitator
Answer
Self-Check 1.1A: Event Brief and Its
Requirements
Compare your answers with Answer Key After completing the Self Check, discuss
1.1A: Event Brief and Its Requirements your answer with your Trainer for
evaluation
Read Information Sheet 1.1B: If you have some problem on the content
Liaising With Customer of the information sheet don’t hesitate to
Answer
Self-Check 1.1B: Liaising With Customer
1.1B: Liaising With Customer your answer with your Trainer for
evaluation
Perform Task Sheet 1.1B: Liaising With
Customer
Evaluate performance using the After completing the task; approach your
Performance Criteria Checklist 1.1B: trainer for evaluation
Liaising With Customer

Information Sheet 1.1A
An Event Brief and Its Requirements
Objectives: After reading this INFORMATION SHEET, YOU MUST BE ABLE
to:
1. define event brief.
2. describe the requirements of an event brief.
3. discuss actions required in the development of a proposal or bid.
Introduction:
A great event planning brief helps the production team understand objectives, the
environment you will be working in, the desired experience and journey of attendees,
and overall look and feel. It will also help you to build up your run-sheet and avoid any
mistakes on the big day.
An Event Brief
An event brief is a complete overview
of the event you are planning to run. Written
before any practical plans are made and
long before the date of the event. It includes
any details relevant to the event and how
you expect it to run such as key dates,
limitations etc. It is a document that should
be referred to throughout the planning of the
event so that you can track your progress
and stay focused. That being said things do
change rapidly when planning events but
any adjustments made should be a
development of the original idea set out in
your brief. (Amy Tucker)

Tips for writing an Event Brief
 To begin the brief process, you must give a clear overview of the event. This may
include: details of the events structure, the purpose of the event and a clear
description of what you want to happen during the course of the event. The
aim of the project should be included here. (including targets and/or any ethos).
 The date of the event must be specified, including dates of any interviews,
meetings and other times in which you must attend) In this point, the
commitments people need to make, in terms of times, should be made clear.
 The venue/location must be specified
 Your target audience should be decided on before planning to put in the brief.
 If there are any partners from outside groups that you are working with, they
should be included in your brief, stating what they do, and how they are involved
in the event.
 State a clear budget at the start of the event to plan around. This budget should
be outlined in the brief.
 Income and expenditure targets should be included. For example, stating ticket
prices if applicable, and expected profit from event.
 All management/main roles in the event must be specified, with a brief

description for each so people know what they are putting themselves forward
for.
 Lastly, any necessary contact details should be put in the brief so that any
questions about the brief can be answered.
 An event brief can be used as part of a recruitment process for leadership roles
on the event you are planning. Application forms can be attached. In the
professional world an event brief often accompanies job adverts for freelance
project coordinators.

SELF-CHECK 1.1A
Multiple Choice:
Direction: Read carefully the questions below, write the letter or letters of the
correct answer or answers. Write your answers on a separate sheet

of paper.
1. A complete overview of an event that is planned is called:

A. Event organizing
B. Event Brief
C. Event plan
D. Event overview
2. To have a clear overview of an event, it should include:
A. specific date
B. event structure
C. event organizer
D. specific venue or location
3. The following are income and expenditure that should be included in an event brief
which may include:
A. ticket price of people involved in the event
B. expected profit from event
C. food provision
D. touring
4. The importance of including necessary contact details of event is to:
A. to answer questions about the brief
B. to determine application to bid
C. to know if profit will be achieved
D. to outline budget

5. If there are any partners from outside groups that you are working with, what should
you do?
A. include leadership roles in the event
B. include job search in the event
C. include what they will do and what involvement they will have in the event
D. include ticket for their travel

ANSWER KEY 1.1A
1. B
2. A, B, D
3. A, B
4. A
5. C

Information Sheet 1.1B
Liaising with Customers
Objectives: After reading this INFORMATION SHEET, YOU SHOULD BE
ABLE TO:
1. describe activities done in liaising customers.
2. discuss these activities and its importance.
3. simulate these activities within your group.
Introduction:
Businesses must cooperate with customers to meet their needs if they expect the
customers continued business. This may be as simple as answering the phone in
person, pressing the shirts with or without starch as the customer requested, or putting
the salad dressing on the side when asked. It may also be more complicated, but critical
to meeting the needs of that customer and others like them. ( Dr. Philip R. Geist, Area
Director, Ocala.com)
What LIAISE Encompasses: (Dr. Philip R. Geist, Area Director, Ocala.com)
Listen to your customers. Take the time to identify customer needs by asking
questions and concentrating on what
the customer is really saying. Listen
to their words, tone of voice, body
language, and most importantly, how
they feel. Beware of making
assumptions – thinking you intuitively
know what the customer wants. Do
you know what three things are most

important to your customer? You should, or you risk losing the customer to your
competition.
Interact with your customers. If your

customers are mothers with young children in
car seats that they have to unbuckle and carry
into the business, ask them what would be
more convenient for them. It may be adding a
delivery service, switching to a location with a
drive-up window, or creating a “5 minute only”
parking spot directly in front of the business so
they can leave the children in the car and watch them from the business. Interaction
begins with greeting the customer when they enter the business, inquiring about how
they can be helped today, and insuring that all staff are friendly and smile at customers.
Accomplish meaningful change.

Listening and understanding to customers’ needs
is the beginning of improving customer service,
actually making changes to facilities, layout,
policies, or procedures is the follow-through that
will make a difference. But you do need to be
consistent about the changes you make. And you
need to keep doing them or you won’t see the
outcome you want.
Inform customers of the changes you

have made to improve service to them. You
can tell them personally, post notices and
signage in your business, put a “new changes,”
“our policies,” or updated FAQ section on your
website. You can also set up Facebook page if

you don’t have one and update the page if you do, or send Tweets to existing
customers. However, don’t post items for the sake of posting, make sure that your
information is meaningful and useful. Adding useless information to your sites to boost
SEO will not create satisfied customers.
Survey your clients to identify

emerging needs, and to confirm that
existing ones are being met. A customer
satisfaction survey encourages your clients and
customers to give your business vital feedback
on issues that can affect customer retention.
There are many templates available online for
customer service surveys, and you can either
e-mail them to clients or use a service like Survey Monkey.
Encourage your employees to

focus on customer service. Each
employee represents your business to the
people he or she is interacting with. Each
transaction represents a ‘moment of truth’.
After the experience, the customer can be a
raving fan/advocate for your business,
merely satisfied, or an unhappy customer
who can destroy your business through bad
word-of-mouth.

Self-Check 1.1B
True or False: Write TRUE if the statement is true and write FALSE if the
statement is not correct. Write it on a separate paper.
_____________ 1. In liaising with customers, beware of making assumptions.

_____________ 2. Unhappy customer can destroy your business through bad word-of-
mouth.
_____________ 3. A customer satisfaction survey does not encourages your clients
and customers to give your business vital feedback on issues that
can affect customer retention.
_____________ 4. Set up social media page if you don’t have one, and update the
page if you do, or send Tweets to existing customers for better
business relationship.
_____________ 5. In order for customers to understand agreements, you do not need
to be consistent about the changes you make.

Answer Key 1.1B
1. TRUE
2. TRUE
3. FALSE
4. TRUE
5. FALSE

Task Sheet 1.1B
TITLE: Liaise with Customer
Objectives: Given the tools, materials and equipment, Liaise with customers to
determine their requirements of an event.
Condition:
Computer with internet connection

LCD projector
Procedure/Steps:
1. Read the case study below:
CASE STUDY: (Garnier by Amp Agency)
To reach the audience of over 13 million consumers aged 18-24 who attend
major music festivals each year, we created #GarnierMusic, an innovative product
immersion experience at five of the nation’s hottest festivals: Bonnaroo, Coachella, Big
Barrel, Firefly, and iHeartRadio. #GarnierMusic provided festival-goers with a shareable,
lasting experience, designed for full brand immersion with direct on-site product
sampling that included free hair-washing and styling.
At the heart of our program, we provided something all festival fans crave – a
cool hair wash and hot new style, delivered via a multi-sensory experience that
maximized brand immersion. Over the course of these three-day festivals, our 40'x40'
custom-built, fully-enclosed Garnier Salon provided on-site hair washes, color
consultations, and styling by professional stylists, using Garnier products, for up to 80-
90 concertgoers at a time. To manage the crowds that would start forming as early as
7:00 AM, we developed a sophisticated digital queue system that ensured a seamless,
hassle-free brand experience. The Salon experience also allowed attendees to ‘Rock
Their Style’ socially via photo activations and social integration on-site.

Given the nature of camping-based festival weekends, on-site showers are
always in hot demand. So, Garnier took over all showers on the grounds at each of the
five festivals during the dirtiest of days, providing free product upon entrance and exit,
thus allowing every consumer who showered to directly experience Garnier products.
We also distributed festival survival kits to festivalgoers, featuring sample product

and free branded swag, like sunglasses, bandanas, and hair ties, to support festival
style. The kits were sampled to artists, VIPs, and early arrivals at the hair-washing
queue, and were also seeded socially to contest winners online. For concertgoers
rushing between catching their favorite music acts, we set up Garnier self-style stations
throughout each festival. These mini-stations enabled attendees to quickly touch up
their looks using Garnier’s hottest styling products, while the brand benefited from
engagement across the entire festival footprint.
2. Conduct interview of similar product provider to answer the following

questions:
a. List important requirements of customers for an event to become

successful. What are the requirements of the above customers that were addressed by
the sponsoring agency?
b. Benchmark strategies that are important to be included in your proposal

as customer requirement. If you were to liaise with your customer who would like to
have similar event, what do you think would be his/her requirements? Will it be similar to
the above study? If not, are there others that could be added? What are they?
c. Name other customer requirements that maybe included in your
proposal aside from those found in the case study given. If you were to stage a
wedding event, what would be the requirements of your customer that you will
include in your proposal?

3. Look for a partner and discuss on your activity before submitting it to your
trainer/facilitator.

Performance Criteria Checklist 1.1B
Did the trainee… YES NO
1. Conduct interview with a customer to determine his/her

requirements?
2. Identify his/her specific requirement in relation to the event

he/she is wanting?
3. List down information that would add to the requirements

aside from what has been already identified from the case
study given?
4. Discuss your output with a partner for better result?
5. Submit output on time
The trainee’s performance is
Satisfactory Unsatisfactory
Trainee’s Signature: Date:
Trainer’s Signature: Date:

LO2. Develop Proposal and Bid Details
CONTENTS: 2A. Developing Event Concept and Its Details
2B. Presenting Options for a Proposal or Bid

2C. Addressing Competitive Issues
CONDITION:

Metacards
Writing tools
LCD projector
Printer
2.1 Details for inclusion in the proposal/bid are developed after consultation
with
suppliers and other relevant agencies.
2.2 Options to meet and, where possible, exceed the expectations of the
customer are developed, including integration of current and emerging
technology.
2.3 Possible competitors are evaluated and strategies to address competitive
issues are developed.

METHODOLOGY:
Brainstorming
Simulation
Case study
Fishbone
ASSESSMENT METHOD:
Project to bid for a meeting or event being staged within the local community
Case studies to assess knowledge of the components required for inclusion in
different types of bids
Review of portfolios of evidence of activities conducted such as a) liaising with
event organizers or other related organizations; b) benchmarking

Learning Experiences
LO2. Develop proposal and bid details

Developing an Event Concept and its of the information sheet don’t hesitate to
Details approach your facilitator
Answer
Self-Check 2.2A: Developing an Event
Concept and its Details
2.2A: Developing an Event Concept and your answer with your Trainer for
its Details evaluation
Perform Task Sheet 2.2A: Developing an
Event Concept and its Details
Performance Criteria Checklist 2.2A: trainer for evaluation
Developing an Event Concept and its
Details
Presenting Options for an Event of the information sheet don’t hesitate to
Proposal or Bid approach your facilitator
Answer
Self-Check 2.2B: Presenting Options for
an Event Proposal or Bid
2.2B: Presenting Options for an Event your answer with your Trainer for
Proposal or Bid evaluation
Perform Task Sheet 2.2B: Presenting
Options for an Event Proposal or Bid
Presenting Options for an Event
Proposal or Bid
Read Information Sheet 2.2C: If you have some problem on the content
Addressing Competitive Issues of the information sheet don’t hesitate to

Answer
Self-Check 2.2C: Addressing
Competitive Issues
2.2C: Addressing Competitive Issues your answer with your Trainer for
evaluation

INFORMATION SHEET 2.2A
Developing An Event Concept and Its Details
Objectives: After reading this INFORMATION SHEET, YOU MUST be able to:
1. identify an event concept

2. describe the phases of an event concept
3. give example of a proposal or bid according to the desired concept.
4. describe the details of an event concept
Introduction:
Guaranteeing freshness consistently over time is a common hurdle we face in

our event career. We may nail a concept and understand what works well over time.
Nonetheless it comes a time when we are forced to refresh our concept. This is when
inspiration is needed. Looking at what others are doing around the world may help to
think differently and create something unique. Research has shown that innovative
concepts lead to competitive advantage, increased market share and revenue streams.
Therefore it is proven that ignoring innovation is a risky strategy. Contents here will
stimulate your event concept design process by looking at scarcity, secrecy, off-peak
planning, collaboration, collectiveness and technology as content. These are recurrent
items in concept design. (by Julius Solaris)
For an event to be successful it requires a clear and robust concept, which is

aligned with the event aims, the needs of the target market and other relevant
stakeholders. As part of the event design process you should ask and answer the 5 W’s
– what, why, who, where and when? (monmouthshire)
The Event Concept (by Dr. John V. Padua)
The event concept iIncludes clear event objectives, a profile of the audience or
participants, a working budget, and a clearly stated event vision.

A. Stakeholders – is a person who can affect or will be affected by the event. They are
the person of influence but not
directly involved in the work. This
also includes organization such as a
goverrnment. Getz (1977) states that
stakeholders are people and groups
with a stake of the event and its
outcomes, including all groups
participating in the event production,
sponsors and grant – givers,
community representatives and
anyone impacted by the event.
(Example): Wedding, where everyone has an opinion about how things

should be done, including the mother-in-law.
These stakeholders may include:
event principal (key person in host organization or client).

Organizing committee
Sponsors, donors
Local community
Local authorities (e.g. council, emergency services, environmental authority)
Service contractors (e.g. staging, cleaning, catering, security)
Suppliers
Performers, entertainers, participants
Audience, spectators
Media
B. Purpose of the Event

Although the purpose of the event is strongly linked to both the theme and the
venue, in some instances defining the purpose is difficult.
However, they will need to work out the purpose summaries that the primary
purpose of the wedding is to ensure its success.
C. Objectives of the Event
The objectives of the event may include:
Number of people attending

Number of participants
Contributions of the sponsors
Value of grants and donations
Break even or amount of profits
Goals for charitable
contributions
Level of media exposure
Number of repeat visitors
Value of merchandize sold
Value of food and beverage sold
Number of exhibitors or stall holders
Establishing an objective helps the organizer or the event manager focused on

what they want to achieve. Measuring the outcomes against objectives, assists planning
of future events.
D) Scope of the Event
This are related to the purpose and

obejctive of the event. It encompasses the
date, time, duration of the event and its
size. Scope depends on the available
resources. Resources that maybe

required include human resources (e.g. the number of volunteers); physical
resources (e.g. equipment or infrastructure), and financial resources (e.g.
sponsorship). Timing is another factor here. It is essential to ensure that the event will
not clash with other similar events during peak season.
E. Event theme
The event theme should belinked to the purpose. It should be compatibe

with the guest/audience needs and
consistent in all respect. Most event
adopt a colour scheme that is
repeated on all items produced for the
event such as ticket, program,
uniforms, décor, posters and
merchandize. These help attendees
to identify with the theme. Potential
themes are endless, limited only by
your imagination and customer’s pocket. (Example): historical, artistic, musical
F. Venue
The event manager needs to carefully consider the planning implication of

choosing an unusual venue in preference to a standard venue requiring decoration to
amtch the theme. Lighting, sound and
catering also provide challlenges in an
unusual settings.
Many venues provide enormous

flexibility and can be transformed to
meet the requirements of the theme.
The range is extremely wide from hotel
banquet rooms, conference centers
and theaters and sporting venues.

When considering the choice of venue, the organizer needs to look at a number of
factors like:
a) potential to fulfill the purpose of the theme
b) ambience
c) location
d) access by public transport
e) parking
f) seating capacity
g) built features such as stages
h) cost of decorations, sound and lighting
i) cost of labour
j) logistic setting up
k) food and beverage facility
l) safety
G. Event Audience
When organizing an event, the

needs of all participants must be
considered before finalizing the
concept. Every audience is different
and the event manager needs to go
with the flow and direct the event to
meet the audience response. This can
involved sudden changes in plan. It is
an important consideration at this early

stage of event concept and design. Initial fianncial estimates can get out of control very
easily, and the choice of event concept can certainly contribute to this.
H) Financial Consideration
It is an important consideration at this early stage of event concept and design.

Initial financial estimates can get out of
control very easily, and the choice of
event concept can certainly contribute
to this.
I. Timing of the Event
This is often linked to the season

or weather. (Example): a) Rainy
season certainly is not the time to
hold flower festival. b) The timing of sporting season and their traditional
competition. c) broadcast to international audience is another cconsideration.
Television schedule for local and international events are tighly managed and
lived television broadcast need to
be carfully planned. Not every
sporting enthusiast is keen to stay
up all night for a delayed
broadcast.
Evaluation for an event concept

must take into account the
following four-times related factors:
a) season; b) day of the week; c)
times of the day; and d) duration.
Close linked to this concept of timing (in the sense of scheduling on the event
calendar), is the topic of lead time. This is the time availbale for planning and

implementation. Last-minute request are very difficult to manage. For an event
manager, a long lead time is preferable, allowing adewuate time to develop the event
specifications and commence contract negotiations with suppliers and other contractors.
The duration of the event is another consideration, with multiple-day events providing
the best challenges as the venue has to be cleared, cleaned and restocked between
session.
Self-Check 2.2A

Multiple Choice: Choose the letter of the best answer or answers and write them on
a separate sheet of paper.
1. This detail of an event brief is often linked to the season or weather.
A. venue of the event
B. financial consideration of the event
C. timing of the event
D. theme of the event
2. What should you include in your proposal to ensure success of an event?
A. Audience of the event
B. Purpose of the event
C. financial consideration of the event
D. Theme of the event
3. A person who can affect or will be affected by the event.
A. Stakeholders
B. Organizer
C. Staff
D. Guests
4. When considering the choice of venue, the organizer needs to look at a number of
factors like:
A. construction
B. access by public transport
C. comfort of the facilities

D. parking
5. It is an important consideration at the early stage of event concept and design.
A. Audience of the event
B. Purpose of the event
C. financial consideration of the event
D. Theme of the event
ANSWER KEY 2.2A

1. C
2. B
3. A
4. B, D
5. C
TASK SHEET 2.2A

Title: Develop an Event Concept
Objectives: Given the tools, materials and equipment, develop an event
concept of your forthcoming Christmas Celebration.
Condition: situationer, computer with internet connection, metacards,
writing materials.
Procedure/Steps:
1. From the illustration below, develop your concept of a Christmas event

to cater at least 100 persons.
2. Submit your output within 1 hour.
Performance Criteria Checklist 2.2A

1. Develop an event concept based on the theme required?
2. Followed the requirements given from the illustration?
3. Describe the requirements completely?
4. Submit output on time

Presenting Options for an Event Proposal or Bid
Objectives: After reading this INFORMATION SHEET, YOU ARE

EXPECTED TO:
1. define presentation options for your proposal.
2. discuss the importance of these options.
3. describe how these options will be used in the presentation.
Introduction:
Without a winning delivery, even the best-laid business plans are at a

disadvantage. “The idea may be great, but if it’s not communicated well, it won’t get any
traction.” (Nancy Duarte, HBR Guide to Persuasive Presentations)
A memorable presentation transforms “numbers on a page” into something more

tangible. “It becomes a business opportunity that we’re grasping, a problem we’re
resolving, a step forward for the company.” (Raymond Sheen, HBR Guide to Building Your
Business Case)
Presenting Business Proposal
Do:
• Tell a story — it will make your case more persuasive and memorable
• Spell out the business need — it gives the audience a reason to listen

Don’t:
• Overlook stakeholders’ pet concerns — address them directly to win allies in the room
• Overwhelm your audience with needless detail
• Read directly from your slides — no one wants to attend a boring read-along
Top Tips For Winning Clients with a Great Business Proposal Presentation
Cut to the chase & get to the point.
Pause and ask questions.
Sell the vision.
Lead with stories, not data.
Use PowerPoint or Keynote wisely.
Keep it short & precise.
Have a clear agenda.

Self-Check 2.2B
Answer the questions below. Write your answers on a separate sheet.
1. Read the case study below, identify the different tips on how it was presented in order
to win the proposal.
2. From the tips you identified, which among them is best effective that persuade your
client? Why?
CASE STUDY:
When the 2008 financial crisis necessitated painful cuts at a Silicon Valley
insurance company, chief information officer Jag Randhawa knew he needed a creative
solution to boost morale and keep employees engaged. He decided to try to launch a
bottom-up innovation program, which would allow IT employees to submit ideas to
improve customer service, business processes, and products. But first, he needed the
approval of management.
Randhawa didn’t yet have data to illustrate how the program might work, only
anecdotal evidence from companies in other industries. He knew that if he wanted to
persuade management, he would have to make an emotional appeal.
When it came time to present, Randhawa began by asking his audience to do a

selective attention exercise, also known as the “invisible gorilla” exercise. The task
involves watching a video and counting how many basketball passes are made between
players wearing white jerseys. Most viewers are so focused on counting the passes that
they completely overlook the man dressed as a gorilla who walks through the frame.
Randhawa’s audience was no different.

Not only did the video lighten the mood, “it was also very relevant to my core
message,” says Randhawa. “It demonstrated the need to have extra sets of eyes on a
problem and the importance of diverse perspectives that employees can offer.” As the
management team asked questions about how the program might work, it was clear
that anecdotal evidence from companies in other industries. He knew that if he wanted
to persuade management, he would have to make an emotional appeal.

Answer Key 2.2B
1. A. Pause and ask question
B. Lead with stories, not data.
C. Have a clear agenda.
2. Lead with stories, not data. - It demonstrated the need to have extra
sets of eyes on a problem and the importance of diverse perspectives that
employees can offer.

TASK SHEET 2.2A
Title: Present a Proposal

Objectives: Given the tools, materials and equipment, present a
proposal. Include some options such as short story,
questions and the major agenda of your proposal..
Condition: computer with internet connection, LCD projector
writing materials.
Procedure/Steps:
1. Set up your presentation using the multi-media equipment
available.
2. Present your proposal to your classmates and trainer.
3. Ask questions after the presentation.
4. Summarize the salient points from your presentation.
5. Submit your presentation to your trainer for comment and/or
suggestions.

1. Set up properly the equipment to be used for the

presentation?
2. Followed the requirements given included in the

presentation?
3. Are questions given relevant to the presentation and its

requirements?
4. Summarize the salient point in the presentation?

Information Sheet 2.2C
Addressing Competitive Issues in Business

TO:
1. Identify competitive issues arising in business.
2. Discuss these issues with a partner.
3. Describe ways to address/resolve these issues
Introduction:
Competition forces you to give your best. Having that challenger right on
your heels pushes you to run faster, work harder and think deeper. You can also learn
plenty from the successes and failures of a worthy adversary. Plus, competition just
makes the game more interesting and a whole lot more fun. So don’t be afraid of
competition -- just learn to deal with it in an advantageous way. (Mike Kappel; Serial
Entrepreneur, Patriot Software Company CEO)
Responding to Competition (https://www.vintage.com)
Understanding what your

customers want and reacting to
their needs quicker than your
competitors can give you a
crucial advantage in a tough
market. To be competitive, you
must ensure the main focus of
your business is on your
customers.
You must also understand

your competitors' strengths and
weaknesses and how they will
react to customer needs and
changes in the industry, so you
can stay one step ahead. At the same time you must make sure your business complies
with relevant competition laws.

How will this matter? Try to consider these tips:
A. Understand your market and competitors. Growing your business without
understanding your competitors is risky. Market research can prepare you for
changing markets and prevent your business being left behind by the
competition.
B. Conduct market research. Market research involves collecting and analyzing

information about your market, including your customers and competitors. It is
vital to research any new market you are moving into to avoid wasting time and
money on failed projects.
C. Assess what competitors offer. Researching your competitors is easier than it

may seem - for example, you can simply collect any flyers and price lists they
produce for customers, read their online material, or even buy their products and
services to compare them with your own.
D. SWOT analysis. A SWOT analysis can be a useful way to assess where you
stand in your market in relation to your competitors. It is a common and easily
used business analysis tool.
E. Find a unique selling proposition. The most effective way to stand out among
a field of competitors is to have a unique selling proposition (USP). Undertaking
market research is an important first step to creating a USP. Once you have
carried out your market research, analyze it closely to see if you can spot a gap
or opportunity in the market that none of your competitors are currently
exploiting.
F. Innovation. A fast-track to creating a USP is through innovation. By creating new

products and services, or producing better designs for existing ones, you can
ensure customers retain an interest in your business. This can also give you a
boost in profits when new products are brought to market.
G. Using strategies to compete such as:

1. Pricing - It is vital to set your prices at a level that ensures your
business remains profitable yet prevents your customers from looking elsewhere.
2. Price wars - If a competitor engages you in a price war, it can be better
to try to reinforce your unique selling proposition to sidestep the challenge.

3. Quality and service - If your customers have a positive buying
experience, they are far more likely to come back. Customer retention is
important for competition and gives your long-term business prospects a boost.
4. Sales and marketing - A good sales team and a solid marketing plan
are excellent ways to communicate the benefits of your products and services to
customers.
5. Using fair and legal competitive practices - The most important law
to be aware of is the Competition and Consumer Act 2010, which aims to give
businesses a fair and competitive operating environment.

Self – Check 2.2C
Multiple Choice:
Select the letter/s of the best answer. Write your answer/s on a separate
sheet of paper.
1. Addressing competitive issues in business includes one of the following:
A. conducting market research

B. conducting price research
C. conducting competitors’ survey
D. conducting business presentation
2. The most effective way to stand out among a field of competitors, is through
A. having a list of competitors

B. befriending competitors
C. having a unique selling proposition
D. having a unique market strategy
3. The most important law to be aware of competition is
A. Competition and Consumer Act 7936

B. Competition and Consumer Act 2010
C. Competition and Consumer Act 2015
D. Competition and Consumer Act of 2009
4. One of the strategies used to compete in the market is:
A. pricing
B. Innovation
C. SWOT analyzes
D. marketing mix
5. Creating new products and services, or producing better designs for existing
ones means:
A. Creation
B. Designing

C. Producing
D. Innovation

Answer Key 2.2C
1. A
2. C
3. B
4. A
5. D

LO3. Develop Bid Materials
CONTENTS: 3A. Developing Bid Materials
3B. Formatting Bid Materials

3C. Promotional Techniques
CONDITION:

Metacards
Writing tools
LCD projector
Printer
Software for developing bid materials
3.1 Bid materials are prepared within the designated time lines in accordance
with the requirements of the brief.
3.2 Materials are presented in a format that maximizes the use of presentation
and promotional techniques.
METHODOLOGY:
Brainstorming
Simulation
Case study
Fishbone
ASSESSMENT METHOD:
Demonstration with oral questioning

Written test
Portfolio assessment
interview

LO3. Develop bid materials

Developing Bid Materials of the information sheet don’t hesitate to
Answer
Self-Check 3.3A: Developing Bid
Materials
3.3A: Developing Bid Materials your answer with your Trainer for
evaluation
Perform Task Sheet 3.3A: Developing
Bid Materials
Performance Criteria Checklist 3.3A: trainer for evaluation
Developing Bid Materials
Formatting Bid Materials of the information sheet don’t hesitate to
Answer
Self-Check 3.3B : Formatting Bid
Materials
3.3B: Formatting Bid Materials your answer with your Trainer for
evaluation
Perform Task Sheet 3.3B: Formatting Bid
Materials
Formatting Bid Materials
Read Information Sheet 3.3C: If you have some problem on the content
Promotional Techniques of the information sheet don’t hesitate to
Answer

Self-Check 3.3C : Promotional
Techniques
3.3C: Promotional Techniques your answer with your Trainer for
evaluation

Developing Bid Materials
Objectives: After reading this INFORMATION SHEET, YOU MUST BE

ABLE TO:
1. Identify bid.
2. Describe different kinds of bid materials.
3. Design a bid material according to the specific event given.
Introduction:
When organizations are required to enter into a formal bid process in
order to win the right to stage an event, there are two tasks. The first task is to
develop a bid proposal and to submit the document to the selecting authority by
the required date. In addition, it is often advantageous to attend a meeting of the
selecting authority and make a formal presentation that draws out the main
points or highlights of their proposal and to answer any questions that may arise.
The Bid/Proposal
In general, it is an indication of willingness to buy or sell goods or
services or to undertake a task, at a specific price and within a specific
timeframe. For contracting parties, it is a complete proposal (submitted in
competition with other bidders) to execute specified job(s) within
prescribed time, and not exceeding a proposed amount (that usually
includes labor, equipment, and materials). The bid-receiving party may reject
the bid, make a counter offer, or turn it into a binding contract by accepting it. In
procurement of goods or services, the bid and proposal (B&P) are a firm's plan
(proposal) and proposed cost (bid) for fulfilling the conditions outlined in a
request for proposal (RFP) or other information gathering or supplier contact

activity. The development of a bid and proposal takes place early in the
procurement process, and the resulting proposal will be subject to review by the
purchaser and negotiation between the two parties. Developing a bid and
proposal takes place before a contract vehicle is in place, meaning that firms
undertake the costly tasks of proposal-writing and cost estimation before they are
awarded a contract. Often in official use of these two terms a "bid" supposes the
limits or scope of work is similar and usually the lowest "bid" is awarded work,
especially in government contracts. Proposals mean the entity is fully aware the
details and scope of work may vary and the work is awarded to the best "plan"
and NOT the cheapest, lowest price. Quality and quantity are more of a
consideration when proposals are taken seriously as opposed to the lowest "bid"
Proposal or bid materials may include:
text documents
electronic presentations
videotapes, DVDs or other multimedia options
props
other promotional items.
Did you know that creating materials is the last part of

the advertising process? (UF Health)
Before you start writing an email announcement for an event or designing a

brochure featuring a new program, First and foremost, Do you really need to create
something new? Does this already exist somewhere else? Can you recycle or reuse
content (with permission)?

Even if it’s not exactly what you need, can you look to similar initiatives for
inspiration or advice?. Effective materials target (1) the right audience with (2) the right
message. Always keep in mind that before starting to create materials, know what is
your goal? Who is your audience? Where is your audience? What materials work best
with this audience? If you need a flyer, is paper the medium your audience uses? Or are
they reading a flyer by email or a website? Or even Twitter or Facebook? When you say
you need “a flyer”, do you really mean an email and/or web announcement? Before you
start designing a message and materials, it is very important to know if the distribution
channel will be paper or digital. This determines everything from budget to timeline to
the type of software used to make the materials. If your materials need professional
printing, make sure you have room for this in your timeline. Does this project require a
budget? How will you pay to print materials or sponsor ads? Going back to your goals,
can you achieve these through free options?
Messaging
What are your key message points? Keep it short and to the point!
This is where communications efforts often stray from stated goals. Go back a
few steps and remind yourself who your audience is. What’s in it for them? Why should
they care? What are the benefits to your
customer/user?
What action do you want your audience to

take? Register for an event? Fill out an
application? Ask them to do this in your message.
This is a “call to action”.
Do you have a landing page? This is

important if you’re asking others to share your message with their audiences, (ie)
including in email newsletters or forwarding to list servers. A web page or online news
post will also help you track interest.

Self – Check 3.3A
Multiple Choice:
Select the letter/s of the best answer/s by writing your choice/s on a separate sheet of
paper.
1. This is a firm's plan (proposal) and proposed cost (bid) for fulfilling the conditions
outlined in a request for proposal (RFP) or other information gathering or supplier
contact activity
A. bid or proposal
B. event
C. activity
D. conference
2. Proposal or bid materials include:
A. attractive design
B. news brief
C. electronic presentations
D. videotapes, or DVDs
B. Before starting to create bid materials, what are some preliminaries that you should
consider?
A. goal statement of the company\
B. target audience
C. local rules and regulations
D. company staff

4. So that your bid materials will convey message to the reader, what should you
consider?
A. expertise of the team in staging an event
B. what actions do you want your audience to take?
C. benefits that your customer will get out of the event
D. co-ordination experience of the team
5. What should you include in your material in order to track the interest of your
customer?
A. email
B. online post
C. your name
D. event title

Answer Key 3.3A
1. A
2. C,D
3. A, B
4. B, C
5. A, B

TASK SHEET 3.3A
Title: Develop an Event Proposal

Objectives: Given the tools, materials and equipment, develop an event
material using your computer.
Sample event materials
Procedure/Steps:
1. Use the template below.
2. Develop an electronic event material for a wedding of a famous
couple in your locality.
3. Include the important details in your proposal. If possible, you may
improve the template according to your creativity.
4. Submit your proposal to your trainer through power point
presentation.

1. Use the given template?
2. Improved the template in accordance with the proposed

event?
3. Include important details in the proposal?
4. Show finished material to your trainer?

Formatting Bid Materials
TO:
1. Identify formatting.
2. Describe a proper format to be used in a bid material
3. Discuss the importance of proper formatting of a bid material.
Introduction:
Your document’s presentation may seem like a small point. Yet it could
be the difference between your hard work being read and acted on or it being put aside
for a ‘later’ that never comes. The appearance of your document is the first impression
your would-be reader gets. So it needs to hook them in and encourage them to read on.
There’s nothing very enticing about a wall of text, tiny fonts or endless tables. (Jacob
Funnell)
Formatting tips to get your document read
1) White space is not wasted space
White space is simply anywhere on

the page where there is no text or images. Don’t be
fooled into thinking this space is ‘wasted’. Wider
margins are your friend. They reduce the length of
each individual line of text, making your writing easier

for your readers’ eyes to scan. And they create mental ‘breathing space’* that makes
the whole document more pleasant to read.
Of course, most of us have been tempted at some point to make a

document’s margins narrower and lines of text longer, in order to reduce the overall
length. So a document that was once three-and-a-half pages will instantly become a
nice round three. (We even had one client proudly tell us how consultants had
redesigned their templates to reduce margins down to a minimum, to save paper.)
But this is a bad idea. Yes, you’ll hand over a document with fewer
pages – but every one of those pages will look less professional and be more difficult to
read. Better to use more paper than waste all of it. So avoid the temptation to squeeze
as much text onto a page as possible – your reader will thank you for it.
2) Use fonts well
Both serif fonts (eg Garamond or Times New Roman) or sans-serif

fonts (eg Helvetica or Arial) are fine for business documents. Try pairing fonts: use one
kind of font for the headlines and subheads, and another for the body text. If you’re
using a serif font for the body text, try using a sans-serif font for the headlines, or vice
versa. And resist the urge to use too many different fonts: no more than two on a page
is a good rule of thumb.
You can also try pairing two fonts from the same font family; for example,
using Lucida Bright for the headings and Lucida Sans for the body text.
3) Use headlines and subheads as signposts
Headlines and subheads are crucial signposts for the reader. Used
effectively, they can summarize the entire story of a document by themselves and guide
the reader through your most important points. They also break up large blocks of text,
which can be hugely off-putting.

Format headlines and subheads in bold (and in a larger font size if
you like). In the documents we analyze for participants in our courses, we often see
people using underline for subheads (or bold and underline). But this isn’t necessary
and can look cluttered or old-fashioned. Bold is enough by itself.
4) Use lists and tables carefully
Lists are an effective way to draw the eye, but that’s probably why
they’re frequently overused. Always bear in mind that each extra list that you add
reduces the impact of every other list on the page.
Some documents even consist mainly of lists – probably because they’re

easy to write. But what’s easier for the author is much harder for the reader. Such
documents are disjointed and therefore usually difficult to follow.
Tables are often a handy substitute for lists, as well as a neat way to
format straightforward information. They’re especially useful if you need to compare two
or more things directly, against the same criteria. (For example, you might need to
compare sales figures or possible outcomes of different courses of action.)
When formatting tables, avoid using gridlines that run close to the text.
Instead, insert space above and below it (using the paragraph formatting menu, if you’re
using Microsoft Word). And experiment with taking out vertical – or even all – internal
gridlines. The extra space around the information should make it easier to read. You
can differentiate long rows by shading every other one. In Word, you can do this by
going to Table tools → Design.
5) Draw attention with boxes
Boxes can form a vital entry-point into your document. Do you have a
fact or piece of information that you know will interest your reader? A box will help you
make the most of that. On the other hand, boxes are also a good place to put
information that doesn’t easily fit into the natural flow of your body text.

Remember that a box needs to make sense on its own, as it will
probably be read before the main text. You can make a box stand out by giving it a
different font to the rest of the text (but remember to stick to a maximum of two fonts in
your document), or by using background shading. And, as ever, remember to give the
text plenty of space (white or otherwise) around it. Text crammed inside a small box will
look very uninviting, defeating the point of separating it from the rest of the document.

SELF – CHECK 3.3B
TRUE OR FALSE:
Write TRUE if the statement is correct and write FALSE if the statement is
wrong. Write your answer on a separate sheet of paper.
______________ 1. White spaces are important to get your document read.
______________ 2. Remember not to give the text plenty of space (white or otherwise).
______________ 3. Boxes can never form a vital entry-point into your document.
______________ 4. Lists are an effective way to draw the eye of the reader.
______________ 5. Headlines and subheads are crucial signposts for the reader.

ANSWER KEY 3.3B
1. TRUE
2. FALSE
3. FALSE
4. TRUE
5. TRUE

TASK SHEET 3.3B
Title: Format Event Material

Objectives: Given the tools, materials and equipment, format an event
material.
Sample event materials
Procedure/Steps:
1. Develop event material using the Microsoft word.
2. Use the following format: font size and style:
a. title – Georgia (font size 18)
b. body – Bookman Old Style (font size 12). Include tables or
boxes if necessary. Insert space above and below
c. emphasize salient point of your design using pictures
3. Submit your output after 2 hours.

1. Use Microsoft word in designing event material?
2. Followed proper formatting as to font size and style?
3. Include important details in the designed material?
4. Submitted output to trainer within designated time?

Information Sheet 3.3C
Promotional Techniques
TO:
1. Define promotional technique.
2. Describe different promotional techniques used in an event
Proposal.
3. Use these promotional techniques in your event material.
Introduction:
Many people use the words “marketing”

and “promotions” as synonyms, even
though they are quite different, with one
supporting the other. Marketing includes all
of the upfront product development, pricing
and distribution strategies you need to
create, with advertising, promotions and
public relations using that information to effectively communicate messages to
consumers.
Promotional Techniques - It is a marketing technique that is used to entice

customers to purchase a product. The promotions typically last for a set period of time
and are used to achieve a specific purpose, such as increasing market share or
unveiling a new product.
Promotional strategies include: (https://smallbusiness.chron.com)

Contests. Contests are a frequently used promotional strategy. Many contests
don't even require a purchase. The idea is to promote your brand and put your
logo and name in front of the
public rather than make
money through a hard-sell
campaign. People like to win
prizes. Sponsoring contests
can bring attention to your
product without company
overtness.
Social Media - Social media websites such as Facebook and Google+ offer
companies a way to promote products and services in a more relaxed
environment. This is direct marketing at its best. Social networks connect with a
world of potential customers that can view your company from a different
perspective. Rather than
seeing your company as
"trying to sell" something, the
social network can see a
company that is in touch with
people on a more personal
level. This can help lessen the
divide between the company and the buyer, which in turn presents a more
appealing and familiar image of the company.
Mail Order Marketing - Customers who come into your business are not to be
overlooked. These customers have already decided to purchase your product.
What can be helpful is getting personal information from these customers. Offer a
free product or service in exchange for the information. These are customers

who are already familiar with your company and represent the target audience
you want to market your new products to.
Product Giveaways - Product giveaways and allowing potential customers to

sample a product are methods used often by companies to introduce new food
and household products. Many of
these companies sponsor in-store
promotions, giving away product
samples to entice the buying public
into trying new products.
Point-of-Sale Promotion and End-

Cap Marketing - Point-of-sale and
end-cap marketing are ways of selling
product and promoting items in
stores. The idea behind this promotional strategy is convenience and impulse.
The end cap, which sits at the end of aisles in grocery stores, features products a
store wants to promote or move quickly. This product is positioned so it is easily
accessible to the customer. Point-of-sale is
a way to promote new products or
products a store needs to move. These
items are placed near the checkout in the
store and are often purchased by
consumers on impulse as they wait to be
checked out.

Customer Referral Incentive
Program - The customer referral
incentive program is a way to
encourage current customers to
refer new customers to your
store. Free products, big
discounts and cash rewards are
some of the incentives you can
use. This is a promotional
strategy that leverages your customer base as a sales force.
(https://www.instituteofpersonaltrainers.com/blog/the-short-guide-to-referral-marketing-for-
personal-trainers)
Causes and Charity -

Promoting your products while
supporting a cause can be an
effective promotional strategy.
Giving customers a sense of
being a part of something larger
simply by using products they
might use anyway creates a win/win situation. You get the customers and the
socially conscious image; customers get a product they can use and the sense of
helping a cause. One way to do this is to give a percentage of product profit to
the cause your company has committed to helping.
(https://www.exhibitoronline.com/topics/article.asp?ID=852)
Branded Promotional Gifts - Giving away functional branded gifts can be a

more effective promotional move than handing out simple business cards. Put
your business card on a magnet, ink pen or key chain. These are gifts you can
give your customers that they may use, which keeps your business in plain sight

rather than in the trash or in a drawer
with other business cards the customer
may not look at.
(https://www.google.com/url?
sa=i&source=images&cd=&cad=rja&uact=8&ved=&url=https%3A%2F
%2Fwww.forbes.com)
Customer Appreciation Events - An

in-store customer appreciation event
with free refreshments and door prizes
will draw customers into the store.
Emphasis on the appreciation part of
the event, with no purchase of
anything necessary, is an effective way to draw not only current customers but
also potential customers through the door. Pizza, hot dogs and soda are
inexpensive food items that can be used to make the event more attractive.
Setting up convenient product displays before the launch of the event will ensure
the products you want to promote are highly visible when the customers arrive.
(young dashboard website)
After-Sale Customer Surveys -

Contacting customers by
telephone or through the mail
after a sale is a promotional
strategy that puts the importance
of customer satisfaction first while
leaving the door open for a

promotional opportunity. Skilled salespeople make survey calls to customers to
gather information that can later be used for marketing by asking questions
relating to the way the customers feel about the products and services
purchased. This serves the dual purpose of promoting your company as one that
cares what the customer thinks and one that is always striving to provide the best
service and product.

Self – Check 3.3C
TRUE OR FALSE:
wrong. Write your answers on a separate sheet.
1. ______________ Skilled salespeople make survey calls to customers to

gather information that can later be used for marketing by asking
questions relating to the way the customers feel about the products and
services purchased.
2. ______________ Emphasis on the appreciation part of the event, with
no purchase of anything necessary, is an effective way to draw not only
current customers but also potential customers through the door.
3. ______________ Point-of-sale and end-cap marketing are ways of
selling product and promoting items in any place of sales and marketing.
4. ______________ Giving away functional branded gifts are effective
promotional move than handing out simple business cards.
5. ______________ You get the customers and the socially conscious
image through customer referral incentive program.

ANSWER KEY 3.3C
1. TRUE
2. TRUE
3. FALSE
4. TRUE
5. FALSE

LO4. Submit or Present the Bid or Proposal on Time
CONTENTS:
4A. Presenting Bid Proposal

4B. Visual Effects for a Winning Bid Proposal
CONDITION:

Metacards
Writing tools
LCD projector
Printer
Software for developing bid materials
4.1 The proposal/bid is delivered within the prescribed time line.

4.2 Proposal/bid presentation is conducted with maximum visual/retention impact.
METHODOLOGY:
Brainstorming
Simulation
Case study
ASSESSMENT METHOD:
Demonstration with oral questioning

Written test
Portfolio assessment
Interview

LO4. Submit or Present Bid or Proposal on Time

Presenting Bid Proposal of the information sheet don’t hesitate to
Answer
Self-Check 4.4A: Presenting Bid
Proposal
4.4A: Presenting Bid Proposal your answer with your Trainer for
evaluation
Visual Effects for a Winning Bid Proposal of the information sheet don’t hesitate to
Answer
Self-Check 4.4B: Visual Effects for a
Winning Bid Proposal
4.4B: Visual Effects for a Winning Bid your answer with your Trainer for
Proposal evaluation
Perform Task Sheet 4.4B: Visual Effects
for a Winning Bid Proposal
Visual Effects for a Winning Bid Proposal

Presenting Bid Proposal

TO:
1. Identify presentation techniques of a bid proposal to catch the attention
of your audience.
2. Describe methods of presenting bid proposal.
Introduction:
Making a presentation to clients and preparing for likely questions is usually the
critical final deal clincher on major contracts. Using your unique combined skill set,
could you give the top 5 points that a company should take in account when preparing
for such an event. I’d also be particularly interested in your views on the most
appropriate team and discipline selection to represent a company at such an event. You
need to think about the purpose of the presentation – what the audience and you want
to get out of it – because that will guide how you prepare, what you show on the day,
and what you say (with your voice and your body language).(Chris Shaw)
How to Create Winning Bid Presentation (https://www.presentia.co.uk)
1. Start the process of developing the Bid

Presentation in parallel with the RFP
response – don’t do it sequentially. This will
certainly improve the quality of the
Presentation but may well also help the
RFP response.

2. Think through early on in the process the key points you want to make
which will differentiate you from the competition. Make sure that they are
fully reflected in a consistent way in both the Presentation and the Proposal. In
the Presentation make then very clear expressing them as a benefit to the client
and don’t be afraid to repeat at the end of the Presentation as you close.
3. At the outset determine clear responsibilities / budget for the development

for the Presentation. Think through what the business is worth, the probability
of winning it and consequently the level of resource you are prepared to commit.
4. Treat the Presentation as just as important as the RFP response – make

sure that someone is clearly accountable for the delivery of the Presentation
5. Give the
designers and use graphics in 2
and 3D to make it visually
compelling and relevant – keeping
text to a minimum. We often find
that this resource isn’t available in-
house – one reason that clients use
us to support their Bid
Presentations. This shows the prospective Client that you have made a real effort
and aren’t simply trotting out your standard stuff.
6. Do not use PowerPoint. Unfortunately people’s eyes tend glaze over when
confronted with a PowerPoint Presentation; there is a good reason for the ‘Death
by PowerPoint’ badge. Present in something different and you will immediately
grab your audience’s attention.

7. In the same way that you ‘cut and paste aspects of the RFP response it
should be possible to do the same for the Presentation. This will keep costs
down and help with getting the Presentation ready in time.
8. Make sure that you are able to leave / distribute / make available soft and
hard versions. Sometimes key influencers and even decision makers may not
be at the Presentation.
Here are seven strategies that will help you create a presentation that will
differentiate you from your competition.
1. Make the presentation relevant to your prospect. ...

2. Create a connection between your product/service and the prospect. ...
3. Get to the point. ...
4. Be animated. ...
5. Use showmanship. ...
6. Use a physical demonstration.

SELF –CHECK 4.4A
Essay:
Write a short paragraph on how to present a winning bid proposal. Expound the
strategies mentioned in order to win the proposal and how you will convince your
client to accept your proposal. Submit your output after 1 hour

ANSWER KEY 4.4A
When presenting a proposal it’s important to remember that your clients

are busy. They have other meetings to attend, phone calls and emails to return,
and problems to solve. Time is their most precious asset. So don't waste their
time by arriving late, fumbling with the projector, or making long introductions.
Start a business proposal presentation by getting to the point, preferably in

the first minute. There's a good chance that your client is itching to interrupt you
and barrage you with questions, so get to your main point before the presentation
is sidetracked. After you’ve spoken for a few minutes, stop and ask your client a
question. This is a great way to stay in control of the meeting while allowing your
client to interact with the sales presentation. Don’t walk into the meeting and
immediately start talking about yourself or your company or your products. If you
do this, your client will immediately focus on cost and product features, often
ending the meeting before you’ve had a chance to finish.
Instead, focus on selling a vision first. Your clients want to know how they
can beat their competitors, reach new customers, retain existing customers, and
increase profit margins.

Visual Effects for a Winning Bid Proposal
Objectives: After reading this INFORMATION SHEET, YOU MUST BE

ABLE TO:
1. Identify what is visual effects.

2. Describe visual effects that can be used for a proposal presentation.
3. Discuss the importance of using visual effects in a proposal
presentation.
4. Use this visual effects for your presentation.
Introduction:
Visual effects are the various processes by which imagery is created
and/or manipulated outside the context of a live action shot. Visual effects involve
the integration of live-action footage and generated imagery to create
environments which look realistic which is impossible to capture on film. Visual
effects using computer generated imagery has recently become accessible to
the independent filmmaker with the introduction of affordable and user friendly
animation and compositing software.VFX can be categorize into Compositing,
Matte Painting, Animation, Lighting, Texture, Rigging.
=============================================================
Effective Visual Design for Proposal Writing (Allegra Johnston)
The field of document design has gained

considerable attention over the past couple of decades.
New technology has drastically increased the design
possibilities for writers, and researchers are gaining

greater insight into the way that readers interact with the visual elements of their
texts. This has led to an explosion in the availability of guidance on document
design, but there are still areas where the research is incomplete. One of these
areas concerns a common but important type of document: the proposal. There
are numerous guides on proposal writing, but most of them are concerned with
content and give little attention to document design. Since successful proposals
are crucial to both the business and non-profit arenas, it is important that the
documents are accessible and make a good impression on reviewers. Good
document design can help.
To win a proposal, you need a great offer. But how you present your offer
is also important, because
presentation has a big impact on how
well your offer is received.
(http://www.robynhaydon.com)
We get seven seconds to
make a first impression and one-third
of consumer purchasing decisions are
based on packaging.
55% of the information we take

in during a presentation is visual, and
only 7% is text. A study by the
Wharton Research Centre also showed that using visual slides in a presentation
has a dramatic effect on message retention after 3 days – with 50% message
retention for visual slides and only 10% for bullet points.
Proposals are, by definition, fairly complex documents. The key to

presenting them well is to keep them simple, which helps the buyer to navigate
the proposal and find the information they need.

Great proposal presentation begins with the tools you use to create your
proposal layout.
Not all proposal tools are created equal. So let’s take a look at some
commonly available tools you might use to create your proposal format; what
they are, why they work, and when and how to use them.
(https://www.visualeffectssociety.com/
PowerPoint proposals
PowerPoint is built for presentations, but I'm increasingly seeing

PowerPoint proposals used for proposals.
Why it works:
PowerPoint works well for proposals

because it’s designed for visuals, and
not for text. There's not a lot of room
on a PowerPoint slide, so it’s
impossible to cram in too much writing,
forcing you to stick to the point. You
can do more with color, you can do
more with design and layout, and it's
impossible for your proposal to get too
long if you use this format.
When to use it:
PowerPoint proposals are ideal when you’re going to make your pitch in
person first, and need to leave a PDF of the proposal as a reminder of what you
discussed. They also work well in industries where you have a lot of visual
evidence to illustrate your claims.
PowerPoint works best when you are directing the buying discussion, and you are
free to design and layout the proposal in any way you want. It’s less useful for
tender responses, where you need to stick to the buyer’s prescribed response
format and templates.
Word Documents converted to PDF

Many organizations still use Word for the majority of proposals, particularly
where there isn’t a centralized bid or tender team and/or there are many staff
members who need to produce their own individual quotes or proposals.
Why it works:
Word is a valid way to format proposals. The key to getting Word proposals
right is to have a nice clean template designed that looks modern, up to date, and
fresh, allows you to insert (but not stretch or shrink) graphics, and leaves enough
white space that you don’t end up overcrowding the text.
When to use it:
Word proposals, by definition, are available to almost everyone because

Word software is loaded onto most computers. Because of this, they can all start
to look the same, and it can be difficult to tinker too much with the design and
layout of Word templates if you want the average Word user to be able to use
them.
Word proposals are perfectly fine if you're responding to competitive

tenders that have a lot of content, and when you don't have a lot of time to
complete the proposal. Occasionally, in a competitive tender, you might need to
submit a raw Word document (instead of a PDF) if the RFT requests this for audit
purposes.
Excel proposals
Sometimes you will still see competitive tenders issued with an Excel
template for the non-price criteria, as well as for the price criteria. This is a sure
sign that price is really the most important factor, and that the request has been
written by somebody who doesn't care very much about the words.
Why it works:
Unfortunately, when it comes to written

content, it really doesn’t. Excel is exceptionally
unfriendly when it comes to presenting any kind
of text.
When to use it:
If you're unlucky enough to be faced with

an Excel template in which you must complete a

written proposal, keep your words to a minimum, make sure your formatting is
easy to read, and make your responses short and to the point.
Which of these options are you using now? And how can you up your
game?
For example, if you're currently working mostly with Word, consider how
you can introduce some PowerPoint proposals.
If you're already using a combination of Word and PowerPoint, consider

getting some professional design advice - particularly if this is an expectation in
your industry, and your competitors are already doing this, because your
proposals will seem amateurish by comparison.
Self – Check 4.4B

TRUE OR FALSE:
wrong. Write your answers in a separate sheet.


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COMPETENCY-BASED LEARNING

PLAN AND DEVELOP EVENT PROPOSAL OR BID

HOW TO USE THIS LEARNING MATERIAL

PLAN AND DEVELOP EVENT PROPOSAL OR BID

Recognition of Prior Learning (RPL)

PLAN AND DEVELOP EVENT PROPOSAL OR BID

PLAN AND DEVELOP EVENT PROPOSAL OR BID

MODULE TITLE : Planning and Developing Event Proposal or

INTRODUCTION : This module covers the knowledge, skills,

SUMMARY OF LEARNING OUTCOMES:

3. Liaison with customer is undertaken to clarify requirements when appropriate

PLAN AND DEVELOP EVENT PROPOSAL OR BID

9. The proposal/bid is delivered within the prescribed time line.

10. Proposal/bid presentation is conducted with maximum visual/retention impact.

Computer set with internet

1. Oral questioning or interview

PLAN AND DEVELOP EVENT PROPOSAL OR BID

3. Third-party workplace reports of on-the-job performance by the candidate

PLAN AND DEVELOP EVENT PROPOSAL OR BID

1A. Event Brief and Its Requirements

Computer set with internet

3. Liaison with customer is undertaken to clarify requirements when appropriate

Oral questioning or interview

PLAN AND DEVELOP EVENT PROPOSAL OR BID

LEARNING ACTIVITY SPECIFIC INSTRUCTION

PLAN AND DEVELOP EVENT PROPOSAL OR BID

PLAN AND DEVELOP EVENT PROPOSAL OR BID

 The venue/location must be specified

 All management/main roles in the event must be specified, with a brief

PLAN AND DEVELOP EVENT PROPOSAL OR BID

correct answer or answers. Write your answers on a separate sheet

1. A complete overview of an event that is planned is called:

PLAN AND DEVELOP EVENT PROPOSAL OR BID

PLAN AND DEVELOP EVENT PROPOSAL OR BID

PLAN AND DEVELOP EVENT PROPOSAL OR BID

What LIAISE Encompasses: (Dr. Philip R. Geist, Area Director, Ocala.com)

PLAN AND DEVELOP EVENT PROPOSAL OR BID

Interact with your customers. If your

Accomplish meaningful change.

Inform customers of the changes you

PLAN AND DEVELOP EVENT PROPOSAL OR BID

Survey your clients to identify

Encourage your employees to

PLAN AND DEVELOP EVENT PROPOSAL OR BID

_____________ 1. In liaising with customers, beware of making assumptions.

PLAN AND DEVELOP EVENT PROPOSAL OR BID

PLAN AND DEVELOP EVENT PROPOSAL OR BID

Computer with internet connection

1. Read the case study below:

CASE STUDY: (Garnier by Amp Agency)

PLAN AND DEVELOP EVENT PROPOSAL OR BID

We also distributed festival survival kits to festivalgoers, featuring sample product

2. Conduct interview of similar product provider to answer the following

a. List important requirements of customers for an event to become

b. Benchmark strategies that are important to be included in your proposal

PLAN AND DEVELOP EVENT PROPOSAL OR BID

PLAN AND DEVELOP EVENT PROPOSAL OR BID

Did the trainee… YES NO

1. Conduct interview with a customer to determine his/her

2. Identify his/her specific requirement in relation to the event

3. List down information that would add to the requirements

4. Discuss your output with a partner for better result?