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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BackCover
BackCover
Bids, Tenders and Proposals - Winning Business Through Best Practice
Chapter 1: A Bid to Succeed
Guidelines to Set You on Course
Developing Skills in Bid Writing
Chapter 2: Bidding for Public Sector Contracts
Key Aspects of the Procurement Regulations
Outline of the Procurement Process
Priorities for the Public Sector
Bidding for Project Funding
Chapter 3: Tendering for the Private Sector
Chapter 4: Bidding for Research Funding
Tendering for EU-Funded Research
Essential Dos and Don ts
Research Council and Government Funding
Chapter 5: Pre-qualifying for Tender Opportunities
Pre-qualification Information
Guidance to Get You Ahead
Capability Statements
Chapter 6: Deciding to Bid
Issues to Consider
Risk Assessment
Chapter 7: Analysing the Bid Specification
Don t fail the client s test
Check for information
Bid submission
Background and objectives of the contract
Scope of services
Issues and priorities
Competitiveness factors
Competencies, qualifications, experience, team composition and logistics
Consortia and subcontracting
Approach and method
Risk management
Time frame
Outputs and deliverables
Inclusion of budget information
Client responsibilities and inputs
Required content of the bid
Price information
Evaluation criteria
Procurement process
Clarification procedures
Contractual matters
Overseas contracts
Extension of submission date
Chapter 8: Managing the Bid
Planning and Coordination
Checking Bid Quality
Bringing Together Resources and Inputs
Using a Bid Development Worksheet
Maintaining Bid Records
Bid Development Checklist
Chapter 9: Talking to the Client
If the visit takes you overseas
Chapter 10: Bidding in Partnership
Guidelines for Association
Overseas Bids: Teaming up with Local Associates
Chapter 11: 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
Chapter 12: 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
Chapter 13: Explaining Approach and Methodology
Commenting on the Bid Specification
Writing About Methodology
Chapter 14: Focusing on Contract Management
Team Management and Resources
Management Interface
Quality Management
Chapter 15: Defining Outputs and Deliverables
Chapter 16: Communicating Added Value
Protecting the contract
People
Processes
Professionalism
Promising and providing more
Chapter 17: Presenting CVs
Management of CVs
Standardizing CV Format and Structure
Basic Structure for CVs
Resumes
Chapter 18: Describing Professional Experience
Project Summaries
Bringing Experience to Life
Chapter 19: Using Graphics in the Bid
Types of Bid Graphics
Guidelines for Effective Graphics
Design Software
Bid Design and Page Layout
Chapter 20: Stating Your Price
Cost Assumptions
Payment
Separate Financial Proposals
Best Practice in Writing About Price
Financial Information in Research Bids
Chapter 21: Producing and Submitting the Bid
Size and Presentation
Packaging and Delivery
Chapter 22: Understanding How Clients Evaluate Tenders
Methods of Evaluating Bids
Questions Clients Ask
Evaluation of Research Proposals
Chapter 23: Presentations to Clients
Visual Aids
Pitfalls to Avoid
Chapter 24: Do Your Own Tender Auditing
The Auditing Procedure
Audit Parameters in Detail
Applying the Results of the Audit
Chapter 25: Ten True Stories
... And the Moral of These Stories?
Index
Index_B
Index_C
Index_D
Index_E
Index_F
Index_G
Index_H
Index_I
Index_J
Index_K
Index_L
Index_M
Index_N
Index_O
Index_P
Index_Q
Index_R
Index_S
Index_T
Index_U
Index_V
Index_W
List of Figures
List of Sidebars