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