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The Winning Bid – A Practical Guide to Successful Bid Management de Emma Jaques

The Winning Bid – A Practical Guide to Successful Bid Management

Autor Emma Jaques
en Limba Engleză Paperback – 2 mai 2013

The Winning Bid is an easy-to-read practical guide that teaches small business entrepreneurs, B2B contractors, account executives, contract managers and non-profits seeking grants how to think like professional bid managers. It explains key skills for bid professionals, such as getting to know a customer, competing with other bidders and landing the deal. Jaques also offers a unique view from the buyer's side -- featuring feedback from buyers on their experiences of being on the receiving end of bids.

Ideal for anyone engaged in bidding activity, from the bid novice to the professional bid manager, The Winning Bid gives essential advice on: Pre-qualification Questionnaires and bid readiness, GIVE analysis, competitor analysis, grant writing and funding bids, freedom of information as a research and continual improvement tool and measurement of bid performance over time.
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Specificații

ISBN-13: 9780749468323
ISBN-10: 0749468327
Pagini: 248
Ilustrații: black & white illustrations, black & white line drawings, black & white tables, figures
Dimensiuni: 156 x 233 x 14 mm
Greutate: 0.35 kg
Editura: Kogan Page

Cuprins


Foreword
Acknowledgements

Introduction

01 Bid basics: The fundamental things you need to know
The evolution of bidding
Bid myths – truth or fiction?
Skills analysis – what it takes to win a bid
Summary

02 Where to look for bidding opportunities
Finding public sector opportunities
Finding private sector opportunities
Summary

03 Pre-qualifying for tenders: The first hurdle
Public sector pre-qualification
Private sector shortlisting
Summary

04 The decision to bid
Factors that should affect your decision to bid
Weighing it all up and making the big decision
Summary

05 Keeping on track: Where to start and how to finish
Getting started on your bid
Project-managing your bid
Formatting and populating the document
Submitting on time
Summary

06 What to write and how to write it
The kick-off meeting – turning ideas into an action plan
Preparing a winning executive summary
Creating the content for your bid
Summary

07 How much? Pricing your proposition
Budget
Price
Value
The pricing balancing act
Participating in e-auctions
Summary

08 The case for case studies
Choosing the right case studies
How to present case studies in your bid
What if? (Making the best of what you’ve got)
References
Summary

09 It’s good to talk: Influencing and persuading throughout the process
Understanding your starting position
Building understanding and influencing the buyer and other stakeholder groups
The face-to-face session: preparing for the final presentation
Summary

10 And the winner is... (What happens after the decision is made)
How winners and losers are notified
Learning lessons for future bids
Creating a knowledge base for future bids
Measuring your bid performance over time
Summary

11 A view from the other side: The buyer’s perspective
A (very) brief history of tendering procurement
The process of procurement – how it happens today
What buyers would like to say to bidders
The feedback I give to buyers
Summary

12 External funding bids and grant applications: Applying bid best practice in not-for-profit competitions
Types of grants/funding
Finding funding sources
Deciding which funds to bid for
Managing the bidding or application process
Summary

13 Proposals: Using bid writing skills in proactive selling processes
What is a proposal?
How to construct an effective proposal
Presentation and delivery of your proposal
Follow-up
Summary

14 The golden rules of bidding: Things I wish I’d known when I wrote my first bid

15 Based on a true story... the good, the bad and the ugly: Real-life examples from the world of bids
The good – the London 2012 Olympic bid
The bad – techniques to avoid
The ugly – how not to do it
Summary

References, further reading and resources
Index

Notă biografică


Emma Jaques is a member of the Association of Proposal Management, and she has led teams tasked with designing programs for British organizations and has a personal win rate of over 60%.