The Art of Tendering
Peter Marsh's book is the ideal reference and companion for all concerned with tendering and, more importantly, with tendering to win! Containing a stimulating and comprehensive mix of information and advice, the book provides rewarding reading for both the new entrant to the tendering scene and for those with more substantial expertise.Successful tendering, of course, goes well beyond the basics of cost estimation and mark-up. The author points out, for example, the importance of establishing an intelligence system to provide marketing, political, financial and legal data on which to base a bidding decision, and goes on to suggest how to implement and operate such a system.If price is important when bidding, so too are influence and financing. The author suggests practical ways of promoting influence and, in a realistic approach to the financial aspects of bidding, includes an easily understandable review of current methods of financing a project.Above every other consideration, a tender must sell - it must be both appealing and acceptable to the decision makers. These criteria are taken into account when suggesting how to write a tender as a 'winning document'. While the book properly gives priority to achieving a high rate of success for bids submitted, the question of submitting tenders with a high risk of failure is also discussed. Finally, there is a look at what the bidder needs to do following the submission of a tender and in preparation for negotiations.
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Building an information system
To bid or not to bid?
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agent agreement answer arrangements Asian Development Bank award bank basis bidders bills of quantities cash cent chance client client's organisation commercial competitive competitors concerned contract contractor costs counter-trade credit finance currency decide decision developing ECGD economic engineering ensure equipment equity evaluation example export credit export credit agency favour financial package financing firms foreign forfaiting going guarantees guidelines High Commission IBRD important influence interest rates international lending agencies involved issue joint venture partners labour loan look Malaysia matter negotiations obtain OECF offer operate opportunity overseas particular party payment political position possible potential practice pre-qualification problem profits promissory notes qualifications question responsible risks Ruritania specific sub-contractors supplier sure Swiss francs taxation technical tender territory trade trade union World Bank