Bids, Tenders & Proposals: Winning Business Through Best Practice* Huge scope - covers all aspects of tender writing for public sector, private sector and research funding * Expert guidance from a specialist who has written over 200 successful tenders and proposals * Highly practical approach - based on examples drawn from actual bids and tenders With more and more corporations opting for ""preferred supplier"" lists, bids and tenders have become a fact of business life. For the small or medium sized corporation without a specialist bids-and-tenders team, the research unit, or the university team, bid preparation can take great amounts of senior management time. Here's where this book comes in: practical and written in an accessible style, it uses examples and checklists to explain how to create bids that are outstanding in both technical quality and value for money, bids that stand a good chance of being successful. Lewis provides ""best-practice"" advice on every step in the process, including: Bidding for public sector contracts; tendering for the private sector and for research projects; analyzing client requirements; managing, resourcing and researching the bid; developing and writing the bid; defining outputs and deliverables; communicating added value; describing professional experience; producing and submitting tenders; stating the price; understanding tender evaluation; and making presentations. |
Contents
List of figures | 8 |
Tendering for the private sector | 21 |
Prequalifying for tender opportunities 39 | 39 |
Analysing the bid specification 55 | 55 |
Managing the bid | 69 |
Talking to the client | 85 |
Thinking the work through | 97 |
Developing and writing the bid | 105 |
Presenting CVs | 161 |
Describing professional experience | 173 |
Using graphics in the bid | 179 |
Stating your price | 187 |
Producing and submitting the bid | 201 |
Understanding how clients evaluate tenders | 207 |
Presentations to clients | 219 |
Do your own tender auditing | 225 |
Common terms and phrases
achieve activities added value apply approach assessment assignment associates award bar chart basis benefits bid development bid manager bid specification bidders budget Chapter client requires commitment communicate competencies competitive consultancy contract notice contractors costs criteria decision defined deliverables detailed document Document management double-envelope draft ensure European European Research Area evaluation example expected experience expertise factors Figure firm funding Gantt chart graphics Harold Lewis identify indicate inputs material meet ment methodology normally offer outline outputs overseas particular partnership performance person personnel points pre-qualification preparation presentation priorities procedures produced profes professional programme proposed ProTool relationship relevant response résumé rience risk risk management schedule Sixth Framework Programme specialist staff stage structure submission submit summary tasks team leader technical tender tion tium value for money version control writing