Bids, Tenders & Proposals: Winning Business Through Best Practice

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Kogan Page Publishers, 2005 - Business & Economics - 276 pages
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'It has to be said that this is a very thorough and interesting book... [It] covers all aspects of tender writing for public sector, private sector and research funding. Clear and well presented, this book has to appear on the reference list of anyone serious about managing the way they assemble their proposals.' - PS Advisor

This unique book is a practical guide to winning contracts and funding through competitive bids, tenders and proposals. Written in a crisp, accessible style using examples and checklists, it explains how to create bids that are outstanding in both technical quality and value for money. This second edition extends the scope and content of the book to make it an even more useful and practical guide to successful tendering.

New topics include action during pre-proposal stages of business development and market intelligence. There is more advice to help manage the process of proposal writing, including tips on document collaboration and version control.

There is also up-to-date information on EU procurement and research funding, giving the reader the benefit of powerful, best-practice techniques.

 

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Contents

Bidding for public sector contracts
12
Tendering for the private sector
27
Bidding for research funding
32
Prequalifying for tender opportunities
44
Deciding to bid
52
Analysing the bid specification
64
Managing the bid
79
Talking to the client
99
Defining outputs and deliverables
169
Communicating added value
176
Presenting CVs
182
Describing professional experience
196
Making good use of graphics
203
Stating your price
211
Producing and submitting the bid
227
Understanding how clients evaluate tenders
233

Thinking the work through
112
Developing and writing the bid
120
Explaining approach and methodology
144
Focusing on contract management
157
Presentations to clients
247
Do your own tender auditing
252
Ten true stories
264
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About the author (2005)

Harold Lewis is a writer, editor and independent consultant with more than 30 years' professional experience of working with client authorities and consultancy organisations. Having written over 200 successful bids and proposals, he is a leading authority on the development and writing of competitive tenders for professional services contracts and consultancy assignments.

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