EPC Sales and Proposals

2-day In-Classroom in Houston,TX | Multiple dates available

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EPC Sales and Proposals, is a two-day course for improving your business skills and probable outcomes, aimed at achieving continued success by professionals in the Energy and Infrastructure business arena for those engaged in selling, business development, proposals, and support activities for capture of EPC Projects and EPC Services.

This seminar will identify and discuss the key components and steps 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. The course outline is shown below. The course will include several exercises over the two-day period. Participants will receive copies of the presentation and supplemental materials.

The course will be taught by Richard Olliver and Martin Van Sickels who will be sharing with you the benefits of lessons learned combined over 80 years as a Sales/Business Development/Proposal Preparation Professionals in the international Engineering and Construction arena.

Event Locations and Dates:

Houston, TX: 2-day event - Feb 21-22 | Facility: TBD

The course will be conducted over two consecutive days at a facility located in the Houston energy corridor. Continental breakfast, lunch, and mid-morning and mid-afternoon refreshments is included.

Course Outline:

Day 1: Selling and Business Development for EPC Projects and Services

  1. Importance of Selling & Business Development (BD) for EPC in the Energy Industry?
  2. What is Selling & Business Development (BD)?
  3. What is Successful Selling & BD (On the Surface)?
  4. What is Successful Selling & BD (Behind the Scenes)?
  5. Who is the SELLER in the Energy Industry?
  6. Who is the BUYER in the Energy Industry?
  7. What are the various types of Clients in the Energy Industry?
  8. What are the various types of SERVICES being sold in the Energy Industry?
  9. What are the core issues that every SALES person must deal with?!
  10. What does the overall Energy EPC Services Market look like?
  11. What is the actual role (Responsibility & Accountability) of the Sales/BD person in the EPC Industry?
  13. Request for Qualifications (RFQ)
  14. Request for Proposal (RFP)
  15. How do you plan and prepare a QUALIFICATIONS PACKAGE, BID or COMMERCIAL PROPOSAL?
  16. What happens when you WIN?
  17. What happens when you LOSE?
  18. Why are Proposals important for Successful Selling in the EPC Industry?

Day 2: Proposals for EPC Projects and Services

  1. Overview
  2. 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

3. 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.

* This course is available for in-company delivery. Get in touch with [email protected] for inquiries.

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.


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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days after you enroll
  Course Feedback
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  Completion Certificate
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Frequently Asked Questions

What are the dates and locations for this event?
This event is available in Houston for multiple dates included in the course description. * If you are interested in having this training in a different city, send us an email to [email protected], if we have enough requests for the same location instructors will be willing to take the training to you.
What's the cancellation/refund policy?
If you cancel or request a refund up to 90 days from training date, you will receive 100% of your payment back minus any transaction costs (credit card, wire transfer, stripe or paypal charges). If you cancel or request a refund up to 60 days from training date, you will receive 60% of your payment back minus any transaction costs (credit card, wire transfer, stripe or paypal charges).. If you cancel or request a refund up to 30 days from training date, you will receive 30% of your payment back minus any transaction costs (credit card, wire transfer, stripe or paypal charges).. No refunds or cancellation allowed less than 30 days from sessions first day. Cancellations can only be requested via email to [email protected]
What's covered in the course price?
We will cover: - Instructor-led training as outlined in the course description. - Material - Breakfast, Lunch and Snacks - Completion certificate
Where will the training take place?
If an exact location is not yet included within the course description, it will be released in a timely manner upon registration. Facilities are usually in a convenient location near energy hubs or airports.
How can I signup multiple people?
You can email [email protected] and we will create a bulk order for your convenience.
Is this course available for in-company delivery?
Yes, this course is available for custom in-company delivery.

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