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Description: While it is becoming increasingly common for contracts to be awarded through formal procurement processes, smaller businesses could be missing out. But with the right skills and confidence, there`s no reason not to take advantage of this potentially lucrative route to market.
Bid Management is a no-nonsense, practical guide that 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 customers. It also gives essential advice on:
· how to compete with other bidders
· presenting a deliverable and profitable bid
· project managing a bid
· working out a winning pricing strategy
· using the final presentation to clinch the deal
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 you need to win new clients and retain existing ones through formal tender processes.
Contents:
Part 1: Understanding today`s task “ bid management ¢ Why do I need to bid ¢ Bid myths “ truth or fiction? ¢ Where to look for bidding opportunities ¢ Skills analysis “ what it takes to win a bid ¢ Part 2: Pre-qualification and the decision to bid ¢ Expressing interest and submitting a pre-qualification questionnaire ¢ Factors that should affect your decision to bid ¢ Weighing it all up and making the big decision ¢ Part 3: Keeping on track: where to start and how to finish ¢ Getting started on your bid ¢ Part 4: 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 ¢ Part 5: How much? Pricing your proposition ¢ Budget ¢ Price ¢ Value ¢ The pricing balancing act ¢ Participating in e-auctions ¢ Part6: 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 ¢ Part 7: Based on a true story¦ the Good, the Bad and the Ugly: real-life examples from the world of bids ¢ The good ¢ The bad ¢ ¦.And the ugly ¢ Part 8: It`s good to talk “ Influencing and persuading throughout the process ¢ Understanding your starting position ¢ Building understanding with the buyer and other stakeholders group ¢ Part 9: And the winner is¦ (what happens after the decision is made) ¢ How winners and losers are notified ¢ Feedback “ using your experiences to improve ¢ Creating a knowledge base for future bids ¢ Part 10: External funding bids and grant applications: applying bid best practice in not-for-profit competitions ¢ Types of grants and funding ¢ Finding funding sources ¢ Deciding which funds to bid for ¢ Preparing the case to bid ¢ Managing the bidding or application process ¢ Part 11: 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 ¢ Part 12: The golden rules of bidding: things I wish I`d known when I wrote my first bid ¢ Look for opportunity ¢ Don`t bid for everything ¢ See things from the buyer`s perspective ¢ Prepare your bid theme and Executive Summary first ¢ Look for showstoppers and important topics ¢ Answer all the questions ¢ Answer all the question the buyer is actually asking ¢ Engage, influence and persuade ¢ Ascertain your price and know its value ¢ Follow the buyer`s rule ¢ Use case studies to reassure the buyer of your capability ¢ Be organized ¢ Learn and improve ¢ References ¢ Index
About the Author: Emma Jaques is a Practitioner member of the Association of Proposal Management and has over 20 years of B2B experience. She has led teams tasked with designing programmes for organizations such as O2, Sainsbury`s, the Environment Agency, the Department for Work and Pensions, RSPCA and British Gas and has a personal win rate of over 60 per cent.
Target Audience: Professionals in purchase department & Students of Management
Special prices are applicable to the authorised sales territory only.
Prices are subject to change without prior notice. ISBN 9780749460662
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Pages : 224
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