Bids, Tenders and Proposals: Winning Business Through Best Practice

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Kogan Page Publishers, Mar 3, 2009 - Business & Economics - 304 pages
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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 fully updated third 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 bidding for lottery grants and lottery research funding; bidding for London 2012 contracts; summarizing the bid and structuring the work plan and creating a bid development timeline. A practical guide to winning contracts and funding through competitive bids, tenders and proposals, this excellent title gives the reader the benefit of powerful, best-practice techniques.
 

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Contents

Chapter 1 A bid to succeed
1
Chapter 2 Bidding for public sector contracts
14
Chapter 3 Tendering for the private sector
33
Chapter 4 Bidding for research funding
39
Chapter 5 Prequalifying for tender opportunities
49
Chapter 6 Deciding to bid
60
Chapter 7 Analysing the bid specification
72
Chapter 8 Managing the bid
90
Chapter 15 Defining outcomes and deliverables
178
Chapter 16 Communicating added value
185
Chapter 17 Presenting CVs
192
Chapter 18 Describing professional experience
206
Chapter 19 Making good use of graphics
213
Chapter 20 Stating your price
221
Chapter 21 Producing and submitting the bid
238
Chapter 22 Understanding how clients evaluate tenders
245

Chapter 9 Talking to the client
106
Chapter 10 Bidding in partnership
111
Chapter 11 Thinking the work through
120
Chapter 12 Developing and writing the bid
129
Chapter 13 Explaining approach and methodology
154
Chapter 14 Focusing on contract management
165
Chapter 23 Presentations to clients
262
Chapter 24 Do your own tender auditing
268
Chapter 25 Twelve true stories
281
Index
288
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