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EPC Sales and Proposals 101

Fundamentals of Engineering, Procurement & Construction Proposals and Sales for the Energy Industry | Est. Length: 1:30 hrs

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This course on EPC Sales and Proposals 101 - Fundamentals of Engineering, Procurement & Construction Proposals and Sales for the Energy Industry, will identify and discuss the key components and steps utilized in the pursuit of the sale of EPC projects and EPC services e.g. prospect identification, ranking, deciding to bid or not to bid, key steps in the proposal preparation process, approach to pricing, and selling approach. Accordingly, it will address the respective roles, skill sets and responsibilities of the sale/business development (BD) professional and proposal manager within the EPC organization.

The course is divided in 2 parts covering:

PART 1: SELLING & BUSINESS DEVELOPMENT (BD)

  • Importance of Selling & Business Development (BD) for EPC in the Energy Industry?
  • What is Selling & Business Development (BD)?
  • What is Successful Selling & BD (On the Surface)?
  • What is Successful Selling & BD (Behind the Scenes)?
  • Who is the SELLER in the Energy Industry?
  • Who is the BUYER in the Energy Industry?
  • What are the various types of Clients in the Energy Industry?
  • What are the various types of SERVICES being sold in the Energy Industry?
  • What are the core issues that every SALES person must deal with?!
  • What does the overall Energy EPC Services Market look like?
  • What is the actual role (Responsibility & Accountability) of the Sales/BD person in the EPC Industry?
  • What is the SELLING/BUSINESS DEVELOPMENT PROCESS in the EPC Industry?
  • Request for Qualifications (RFQ)
  • Request for Proposal (RFP)
  • How do you plan and prepare a QUALIFICATIONS PACKAGE, BID or COMMERCIAL PROPOSAL?
  • What happens when you WIN?
  • What happens when you LOSE?
  • Why are Proposals important for Successful Selling in the EPC Industry?

PART 2: PROPOSAL DEVELOPMENT

  • Overview
  • Key Meetings
  • Winning Strategy
  • Proposal Plan & Kick-off
  • Midpoint Progress Review
  • Executive Management Midpoint Review
  • Peer (Red/Blue) Team Review
  • Operations Review
  • Executive Management Final Review
  • Pricing Review by Pricing Review Committee
  • Executive Management Pricing Review
  • Major Proposal Preparation Activities
  • Assign Proposal Core Team
  • identify Clients Wants & Needs
  • Identify Proposal Deliverables
  • Prepare Proposal Strategy
  • Create Proposal Plan & Hold Kick-off Meeting
  • Define Proposal Work Tasks
  • Prepare Project Scope of Work
  • Develop Project Execution Plans
  • Prepare Risk Analysis
  • Prepare Commercial Elements
  • Assemble Technical Definition
  • Create Technical Proposal
  • Develop Total Project Cost
  • Create Un-priced Commercial Proposal

Who should take it:

  • Employees of EPC firms who are currently engaged in Marketing, Sales, BD or Proposal activities, including anyone involved directly or indirectly in the EPC selling process e.g. sales/BD activities, determining what to bid, proposal preparation, costing and pricing, commercial terms, sale and follow up.
  • Professionals or trainees in Marketing, Sales/BD, Proposals, Project/Program Management, Engineering, Procurement, Construction, Technology, Commercial, Legal, Financial and Quality Assurance.
  • Employees of EPC Owner/Operator customers who select and evaluate bids from EPC firms.
  • Organizations looking to sell products and services to oil and gas companies.


Course Objective:

Upon completion, participants will gain a better understanding of the importance and complexity of the "Sales/Proposal Process" within EPC firm and the key elements and procedures required to maintain or improve successful outcomes.

Est. Length:

60 mins video lectures

30 mins of quizzes



Your Instructor


Martin J. Van Sickels & Richard A. Olliver
Martin J. Van Sickels & Richard A. Olliver

Martin has been in the process and engineering construction business for over 40 years, serving in a wide range of responsible roles including director of worldwide proposals for M.W. Kellogg. Upon taking retirement as a senior executive with KBR in 2004, Martin formed MVS Consulting, LLC where he serves as President. Martin serves a broad global client base in the oil & gas, refining, chemical and petrochemical industries, providing technical and commercial consulting services. Martin also serves as Executive Director of the Rice Global E&C Forum, whose members include the major domestic and international EPC companies.

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Richard has been in the Engineering, Procurement & Construction (EPC) business for over 40 years, serving mainly as a senior executive in Sales and Business Development roles for several major EPC contractors.Led successful project contract awards for over $30 Billion CAPEX in the Energy sector.Richard founded Aplethora Energy Services in 2004, with a diverse customer base in the Energy and Infrastructure industries worldwide, providing technical and commercial advisory services.


Class Curriculum


  Welcome to the course
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  Course Feedback
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  Completion Certificate
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Frequently Asked Questions


When does the course start and finish?
The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
How long do I have access to the course?
How does 12-month unlimited access sound? After purchase, you have unlimited 12 months to access to this course as often as you'd like - across any and all devices you own.
What if I am unhappy with the course?
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.

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