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Author: James N. Smith
Publisher: Universal-Publishers
ISBN: 162734103X
Category : Business & Economics
Languages : en
Pages : 210
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Book Description
Managing Bids, Tenders and Proposals shows suppliers and vendors how they can gain competitive advantage by being more effective and productive when pursuing sales opportunities and competing to win new contracts. Suppliers and vendors can also learn how to identify and reduce delivery risk and commercial risk. Responding to requests-for-tenders (RFTs) and requests-for-proposals (RFPs) is frequently a challenging time for the supplier and vendor bid teams. Within tight timeframes, they must finalise their win strategy, determine their delivery plans and create compelling documentation that responds to the customer's questions and requirements. This essential reference work explores what needs to happen when responding to RFTs and RFPs and explains the essential knowledge needed by the bid teams. In clearly written and well-structured chapters, Managing Bids, Tenders and Proposals addresses everything a bid manager or bid team member needs to know. Understanding profit, pricing, value and risk are essential for competitive pricing and profitable business. How customers manage their procurement programmes drives the lifecycle of a sales opportunity. Sales governance based on objective criteria identifies the right opportunities to pursue. Knowing what to look for in RFPs and RFTs helps to structure powerful bid responses. Understanding contracts, finance and business cases protects the commercial position of the supplier or vendor. Mastering these topics makes bid management a complete discipline that places a premium on leadership and managerial skills. Not only are the fundamentals of bid management captured simply and concisely, Managing Bids, Tenders and Proposals also explains how to plan and manage a bid response. Additional chapters define what makes a bid response compelling, as well as how to write and review bid documents to best position your bid, tender or proposal. Managing Bids, Tenders and Proposals introduces the Bid.Win.Deliver Framework, a new and unique approach for responding to sales opportunities. In 16 procedural steps, the Bid.Win.Deliver Framework guides bid teams through the development process from identifying a sales opportunity to developing a compelling and competitive bid response. Any supplier or vendor in any industry that submits bids, proposals and tenders will benefit from adopting the Bid.Win.Deliver Framework. The framework provides a clear roadmap for implementing best-practice bid management at suppliers and vendors in any industry or market. The Bid.Win.Deliver Framework equips any professional with the skills to lead and manage a bid response. For experienced bid managers, the Bid.Win.Deliver Framework provides a common reference for discussion, reflection and professional development.
Author: Richard Brookfield
Publisher: Acuity Business Consulting Limited
ISBN: 9781999927325
Category :
Languages : en
Pages : 114
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Book Description
Strategy & Positioning is a practical guide to the early stages of the competitive tendering process. This critical period is often overlooked, but offers contractors a unique opportunity to optimize their competitive position in advance of proposal preparation. Successive chapters cover activities from identification of a new business prospect through company positioning, customer engagement, strategy development and pre-qualification, to receipt of the Request for Proposal. Background information and explanatory text are combined with practical examples and templates, enabling readers to select and apply relevant principles and models within their own organizations.ABC SmartGuides are written for business professionals engaged in strategic, sales and commercial roles connected with company direction and business development. They are aimed primarily at projects and services organizations where competitive tendering is key to growth and survival. The principles will also apply to manufacturing companies competing for new business in B2B sectors.
Author: James N. Smith
Publisher: Universal-Publishers
ISBN: 162734103X
Category : Business & Economics
Languages : en
Pages : 210
Get Book Here
Book Description
Managing Bids, Tenders and Proposals shows suppliers and vendors how they can gain competitive advantage by being more effective and productive when pursuing sales opportunities and competing to win new contracts. Suppliers and vendors can also learn how to identify and reduce delivery risk and commercial risk. Responding to requests-for-tenders (RFTs) and requests-for-proposals (RFPs) is frequently a challenging time for the supplier and vendor bid teams. Within tight timeframes, they must finalise their win strategy, determine their delivery plans and create compelling documentation that responds to the customer's questions and requirements. This essential reference work explores what needs to happen when responding to RFTs and RFPs and explains the essential knowledge needed by the bid teams. In clearly written and well-structured chapters, Managing Bids, Tenders and Proposals addresses everything a bid manager or bid team member needs to know. Understanding profit, pricing, value and risk are essential for competitive pricing and profitable business. How customers manage their procurement programmes drives the lifecycle of a sales opportunity. Sales governance based on objective criteria identifies the right opportunities to pursue. Knowing what to look for in RFPs and RFTs helps to structure powerful bid responses. Understanding contracts, finance and business cases protects the commercial position of the supplier or vendor. Mastering these topics makes bid management a complete discipline that places a premium on leadership and managerial skills. Not only are the fundamentals of bid management captured simply and concisely, Managing Bids, Tenders and Proposals also explains how to plan and manage a bid response. Additional chapters define what makes a bid response compelling, as well as how to write and review bid documents to best position your bid, tender or proposal. Managing Bids, Tenders and Proposals introduces the Bid.Win.Deliver Framework, a new and unique approach for responding to sales opportunities. In 16 procedural steps, the Bid.Win.Deliver Framework guides bid teams through the development process from identifying a sales opportunity to developing a compelling and competitive bid response. Any supplier or vendor in any industry that submits bids, proposals and tenders will benefit from adopting the Bid.Win.Deliver Framework. The framework provides a clear roadmap for implementing best-practice bid management at suppliers and vendors in any industry or market. The Bid.Win.Deliver Framework equips any professional with the skills to lead and manage a bid response. For experienced bid managers, the Bid.Win.Deliver Framework provides a common reference for discussion, reflection and professional development.
Author: Harold Lewis
Publisher: Kogan Page Publishers
ISBN: 9780749449735
Category : Business & Economics
Languages : en
Pages : 292
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Book 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.
Author: Scott Keyser
Publisher: Lid Publishing
ISBN: 9781911498896
Category : Letting of contracts
Languages : en
Pages : 0
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Book Description
These days, most companies find themselves having to tender or bid for new contracts and clients. It's now part of the business landscape -- companies simply have to be good at tendering and pitching if they are going to have any chance of getting new business and clients. This book, written by one of the leading consultants and trainers in competitive business tendering, provides the key principles for winning bids, tenders and proposals. Savvy and practical, the principles are based on the author's extensive consulting experience with large and small companies, helping them to win big-ticket, "must-win" contracts (with a success rate of 86%). These essential principles apply to any company, in all sectors, which are seeking to improve their new business win rate.
Author: Al Gore
Publisher: DIANE Publishing
ISBN: 0788139088
Category :
Languages : en
Pages : 167
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Book Description
Author: Neil Cobb
Publisher: John Wiley & Sons
ISBN: 1119174325
Category : Business & Economics
Languages : en
Pages : 438
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Book Description
Acquire the necessary skills to win business through proposals, bids, tenders, and presentations—this hands-on guide is your partner for success You have in your hands the collected knowledge and skills of the professional proposal writer. Proposal writing is a profession — a growing and increasingly important one and an essential part of a broader group of business development professionals who plan and execute strategies for businesses who want to obtain new customers. Proposal writers have a professional organization — the Association of Proposal Management Professionals (APMP) — and their best practices are the foundation for this book. Proposal writing is a skill you can learn, practice, and master; you can even go through a professional certification process to prove your mastery. Writing Business Bids & Proposals For Dummies is your no-nonsense guide to finding out what professional proposal writers know and for applying it to your own business. If you're a small- to medium-size business owner, a first-time proposal writer in a medium-size company, or a sales representative, you know that a written proposal (printed or electronic) is still a common, personal, and effective way to win business. Written in plain English, Writing Business Bids & Proposals For Dummies will help you to: Know the difference between reactive proposals (the RFP or request for proposal) and proactive proposals Focus on the customer by going beyond their requirements to address their true needs Know your competition through research and analysis Write persuasively to develop a winning business proposal Plan and use a repeatable proposal process Incorporate a lessons learned aspect to your proposal process Use tools and templates to accelerate your proposals Motivate and lead your proposal team to ensure they're on the same page Use graphics to enhance your proposals Learn ways to automate your proposal development process And a whole lot more Additionally, you'll gain access to ten templates for building a proposal, find out ten common misconceptions about bids and proposals, and add a compiled list of online resources to your toolset. Grab a copy of Writing Business Bids & Proposals For Dummies to start sharpening your proposal writing skillset.
Author: M. O'C. Horgan
Publisher: Taylor & Francis
ISBN: 1135259305
Category : Architecture
Languages : en
Pages : 270
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Book Description
First published in 1984. This work is designed to provide for those who often face having to set up engineering contracts a comprehensive text-book and source of ready reference, by the aid of which they may handle the competitive tendering process without doubt or difficulty. Each step is described in chronological sequence, with comment on the common pitfalls. Comprehensive check-lists are included with a detailed alphabetical index to enable a subject to be readily located. As a text-book it aims to be equally of value to engineers and to others who have recently changed from pure technology to new responsibilities with a more commercial, contractual or managerial flavour.
Author: David M. Lawrence
Publisher: Unc School of Government
ISBN: 9781560116141
Category : Law
Languages : en
Pages : 404
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Book Description
This book reviews and explains the principal public records statutes applicable to records held by North Carolina local governments and examines the public's right of access to those records. It expands the coverage of the first edition and its cumulative supplement and also includes developments in the law since 2004. Although the book focuses on records held by local governments, state government officials also will find it useful.
Author: Tom Sant
Publisher: AMACOM/American Management Association
ISBN: 9780814427583
Category : Business & Economics
Languages : en
Pages : 260
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Book Description
Use the latest technology and techniques to craft winning proposals.
Author: Michel Theriault
Publisher: Woodstone Press
ISBN: 9780981337401
Category : Business & Economics
Languages : en
Pages : 247
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Book Description
"Suppliers, consultants, contractors, service providers"--Cover.
