Issues and priorities


Issues are questions that need to be decided, matters that need to be resolved: they are not necessarily the same as problems. The bid specification may sometimes not reveal all the issues underlying the contract or the real priorities of the client. As noted earlier, there may be good business reasons or political considerations that dictate what is said in the specification. You have to search for clues that will tell you what is in the client's mind, why some points are mentioned and others not. Insight into this information can put you on an inside track. Where the client has identified the issues that are central to the contract, your response has to address them clearly and perceptively to stand a chance of winning.




Bids, Tenders and Proposals. Winning Business Through Best Practice
Bids, Tenders and Proposals: Winning Business through Best Practice (Bids, Tenders & Proposals: Winning Business Through Best)
ISBN: 0749454202
EAN: 2147483647
Year: 2003
Pages: 145
Authors: Harold Lewis

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