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Description:
The winning bid is an easy-to-read, practical guide packed with examples. It will appeal to everyone involved in bidding: from the novice looking for guidance, to the seasoned bidder looking for ways to improve their win rate. It will also be invaluable for anyone working on funding and grantwriting opportunities.
Emma Jaques provides expert guidance on where to find bidding opportunities, bid readiness, self- and competitor analysis, developing techniques for continuous improvement, how to share bid best practice through professional body accreditation or other channels and how to assess buyers’ behaviour.
Contents:
Chapter 1: 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
Chapter 2: Where to look for bidding opportunities • Finding public sector opportunities • Finding private sector opportunities • Summary
Chapter 3: Pre-qualifying for tenders: The first hurdle • Public sector pre-qualification • Private sector shortlisting • Summary
Chapter 4: The decision to bid • Factors that should affect your decision to bid • Weighing it all up and making the big decision • Summary
Chapter 5: 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
Chapter 6: 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
Chapter 7: How much? Pricing your proposition • Budget • Price • Value • The pricing balancing act • Participating in e-auctions • Summary
Chapter 8: 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
Chapter 9: 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
Chapter 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
Chapter 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
Chapter 12: External funding bids and grant applications: Applying bid best practice in not-for-profit competitions • Types of grantslfunding • Finding funding sources • Deciding which funds to bid for • Managing the bidding or application process • Summary
Chapter 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 • SummaryChapter 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 Olympic bid • The bad - techniques to avoid • The ugly - how not to do it • Summary
Chapter 14: The golden rules of bidding: Things I wish I’d known when I wrote my first bid
References, further reading and resources
Index ISBN - 9780749468323
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Pages : 248
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