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Bids, Tenders and Proposals Winning Business Through Best Practice

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ISBN-10: 074944973X

ISBN-13: 9780749449735

Edition: 2nd 2007 (Revised)

Authors: Harold Lewis

List price: $39.95
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Description:

* 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.
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Book details

List price: $39.95
Edition: 2nd
Copyright year: 2007
Publisher: Kogan Page, Limited
Publication date: 5/28/2007
Binding: Paperback
Pages: 288
Size: 6.32" wide x 9.18" long x 1.05" tall
Weight: 1.100
Language: English

Harold Lewis is an independent consultant with more than 30 years' professional experience as a specialist proposal writer, technical editor and trainer. He is a leading authority on the development and writing of competitive tenders for professional services contacts and consultancy assignments. His extensive experience includes preparing successful bids for projects funded by agencies, government departments, local authorities, research bodies and corporate organizations in the private sector.

List of figures
A bid to succeed
About this book
Guidelines to set you on course
Developing skills in bid writing
Market research and intelligence
Bidding for public sector contracts
The EU procurement framework
Key aspects of the procurement regulations
Outline of the procurement process
Priorities for the public sector
Bidding for project funding
Tendering for the private sector
Equal concern for value for money
Bidding for research funding
Tendering for EU-funded research
Essential dos and don'ts
Research council and government funding
Pre-qualifying for tender opportunities
Pre-qualification information
Guidance to get you ahead
Capability statements
Deciding to bid
Issues to consider
Risk assessment
Analysing the bid specification
Points for checklists
Managing the bid
Planning and coordination
Document management and version control
Programming production and delivery
Checking bid quality
Bringing together resources and inputs
Using a bid development worksheet
Maintaining bid records
Bid development outline
Talking to the client
Bidding in partnership
Guidelines for association
Overseas bids: teaming up with local associates
Thinking the work through
Get the measure of the work
Match technical content and price
Recognize and manage risk
Reduce the risk of contract failure
Developing and writing the bid
Structuring the content
Thinking different
Bid letters
Two items that add value to the bid - a summary and a response matrix
Creating the text
Editing the bid
Explaining approach and methodology
Shaping the argument
Commenting on the bid specification
Writing about methodology
Focusing on contract management
Team management and resources
Management interface
Quality management
Defining outputs and deliverables
Contract deliverables
Communicating added value
Presenting CVs
Management of CVs
Standardizing CV format and structure
Basic structure for CVs
Resumes
Describing professional experience
Client references
Project summaries
Bringing experience to life
Making good use of graphics
Types of bid graphics
Guidelines for effective graphics
Design software
The bid cover
Bid design and page layout
Stating your price
Components of price information
Cost assumptions
Payment
Separate financial proposals
Best practice in dealing with price
Financial information in research bids
Producing and submitting the bid
Electronic submission
Size and presentation
Packaging and delivery
Understanding how clients evaluate tenders
Evaluation criteria in public sector procurement
Methods of evaluating bids
Questions clients ask
Evaluation of research proposals
Presentations to clients
Planning and making the presentation
Visual aids
Pitfalls to avoid
Do your own tender auditing
Using feedback from clients
The auditing procedure
Audit parameters in detail
Applying the results of the audit
Ten true stories
And the moral of these stories?
Index