While it is becoming increasingly common for contracts to be awarded through formal procurement processes, smaller business are missing out. Without the training and confidence needed to write a successful bid or proposal valuable business can be lost. Bid Management is an easy-to-read practical guide which will teach the reader how to think like a professional bid manager. It covers the basics of how to find opportunities, understanding the rules of the game and how to get to know your customer. It also gives essential advice on how to compete with other bidders, present a deliverable and profitable bid, project manage your bid, work out a pricing strategy, clinch the deal and learn from success as well as failure. With an insightful interview with the Director behind the London 2012 Olympic bid, Bid Management uncovers the myths of bidding and teaches all the skills needed to get noticed, retain existing clients and win new ones.
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.
The Winning Bid is an easy-to-read practical guide which will teach the reader how to think like a professional bid manager. It gives essential advice on, amongst other things: PQQs and bid readiness, GIVE analysis, competitor analysis, grantwriting and funding bids best practice, freedom of Information as a research and continual improvement tool, a view from the buyer's side - featuring feedback from buyers on their experiences of being on the receiving end of bids, measuring bid performance over time, virtual team management, sharing bid best practice with other Bid Managers through APMP membership and accreditation, LinkedIn groups, the new Cabinet Office feedback channel. It will appeal to anyone engaged in bidding activity, from the bid novice to professional bid managers.
Winning significant business on the right terms is an increasingly complex, challenging and time-consuming task, and a successful bid is a vital part of any business offering its services or products to another. This book will help you to enhance the probability of success in winning bids at the desired margins and to set up and run effectively a bid management team. The revised edition expands on the writing and editorial side of the bid, the use of bid management software and the bid review process.
Finally! The Ultimate Bid and Proposal Compendium is the most comprehensive guide to winning bids, tenders and proposals. It's packed with lots of hands-on examples and best practice guidance. It is designed as a practical reference book for everyone involved in proposal development. It is for new hires as well as for experienced professionals.
This title was first published in 2003. Winning significant business on the right terms is an increasingly complex, challenging and time-consuming task, and a successful bid is a vital part of any business offering its services or products to another. This book aims to help you to enhance the probability of success in winning bids at the desired margins and to set-up and run effectively a bid management team. Aimed at two main groups of readers (sales staff managing multi-disciplinary bid teams and project and technical managers who find themselves managing a bid to support a sales campaign) it's a resource for the battle to win new business. Taking an extremely practical approach and using real life examples David Nickson leads the reader through every stage of planning for, producing and delivering a bid: knowing what needs to be done; knowing how to present the information to the prospective client effectively; gaining the writing and editorial skills needed to put a sales case across; identifying the skills that are needed to manage a bid. It also shows how to save time - the most important commodity in any bid as it is always a scarce resource - without affecting quality.
'Sharing is Caring'. This well-known saying describes accurately my main motivation for writing this book, in which I've gathered together over a decade's worth of insights from working in the proposal industry. And because Young Professionals are most of the time those in need of great care and guidance, this book does not just provide theoretical knowledge on selected themes but also tackles topics that will be invaluable in supporting professional development. In addition, the book shares suggestions and insights on themes that might not be perceived as technical but are equally important for a successful career in Bid and Proposal Management.
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.
Market Management and Project Business Development is a guide to the theory of marketing and selling projects in business, demonstrating how to secure and deliver value, and improve performance in profitable ways. By providing a set of key principles and guidelines to business-to-business (B2B) marketing, construction project management expert Hedley Smyth demonstrates how to use marketing and business development principles to maximise the value of a project. The book takes a step-by-step approach by dealing with each stage in a project’s lifecycle in turn, covering a range of approaches including the marketing mix, relationship marketing and its project marketing variant, entrepreneurial marketing and the service-dominant logic. This book is valuable reading for all students and specialists in project management, as well as project managers in business, management, the built environment, or indeed any industry.
Information and communication technologies have increased their share of services in contemporary economic exchanges. We are witnessing a transformation of modern economies characterized by a predominant role of information and knowledge in the production of wealth. In order to make this intangible resource bear fruit, organizations are looking for ways, methods, procedures, processes and technical solutions to efficiently manage knowledge Within a framework of research into synergies and resource interdependence, organizations also rely on strategic alliances (joint venture), mergers or other legal forms of association that have an impact on knowledge management. This book explores the range of knowledge management techniques.
