Managing Bids, Tenders and Proposals

Introducing the Bid.Win.Deliver Framework

Author: James N. Smith

Publisher: Universal-Publishers

ISBN: 162734103X

Category: Business & Economics

Page: 210

View: 6456


Managing Bids, Tenders and Proposals shows suppliers and vendors how they can gain competitive advantage by being more effective and productive when pursuing sales opportunities and competing to win new contracts. Suppliers and vendors can also learn how to identify and reduce delivery risk and commercial risk. Responding to requests-for-tenders (RFTs) and requests-for-proposals (RFPs) is frequently a challenging time for the supplier and vendor bid teams. Within tight timeframes, they must finalise their win strategy, determine their delivery plans and create compelling documentation that responds to the customer's questions and requirements. This essential reference work explores what needs to happen when responding to RFTs and RFPs and explains the essential knowledge needed by the bid teams. In clearly written and well-structured chapters, Managing Bids, Tenders and Proposals addresses everything a bid manager or bid team member needs to know. Understanding profit, pricing, value and risk are essential for competitive pricing and profitable business. How customers manage their procurement programmes drives the lifecycle of a sales opportunity. Sales governance based on objective criteria identifies the right opportunities to pursue. Knowing what to look for in RFPs and RFTs helps to structure powerful bid responses. Understanding contracts, finance and business cases protects the commercial position of the supplier or vendor. Mastering these topics makes bid management a complete discipline that places a premium on leadership and managerial skills. Not only are the fundamentals of bid management captured simply and concisely, Managing Bids, Tenders and Proposals also explains how to plan and manage a bid response. Additional chapters define what makes a bid response compelling, as well as how to write and review bid documents to best position your bid, tender or proposal. Managing Bids, Tenders and Proposals introduces the Bid.Win.Deliver Framework, a new and unique approach for responding to sales opportunities. In 16 procedural steps, the Bid.Win.Deliver Framework guides bid teams through the development process from identifying a sales opportunity to developing a compelling and competitive bid response. Any supplier or vendor in any industry that submits bids, proposals and tenders will benefit from adopting the Bid.Win.Deliver Framework. The framework provides a clear roadmap for implementing best-practice bid management at suppliers and vendors in any industry or market. The Bid.Win.Deliver Framework equips any professional with the skills to lead and manage a bid response. For experienced bid managers, the Bid.Win.Deliver Framework provides a common reference for discussion, reflection and professional development.

Bids, Tenders and Proposals

Winning Business Through Best Practice

Author: Harold Lewis

Publisher: Kogan Page Publishers

ISBN: 0749456108

Category: Business & Economics

Page: 304

View: 1828


This unique book is a practical guide to winning contracts and funding through competitive bids, tenders and proposals. Written in a crisp, accessible style using examples and checklists, it explains how to create bids that are outstanding in both technical quality and value for money. This fully updated third edition extends the scope and content of the book to make it an even more useful and practical guide to successful tendering. New topics include bidding for lottery grants and lottery research funding; bidding for London 2012 contracts; summarizing the bid and structuring the work plan and creating a bid development timeline. A practical guide to winning contracts and funding through competitive bids, tenders and proposals, this excellent title gives the reader the benefit of powerful, best-practice techniques.

Bids, Tenders & Proposals

Winning Business Though Best Practice

Author: Harold Lewis,Institute of Directors

Publisher: Kogan Page Publishers

ISBN: 9780749449735

Category: Business & Economics

Page: 278

View: 1798


A practical guide to winning contracts and funding through competitive bids, tenders and proposals. New topics include action during pre-proposal stages of business development and market intelligence. There is more advice to help manage the process of proposal writing, including tips on document collaboration and version control. Gives the reader the benefit of powerful, best-practice techniques.

Commercial Management

Theory and Practice

Author: David Lowe

Publisher: John Wiley & Sons

ISBN: 1118486129

Category: Technology & Engineering

Page: 528

View: 8477


Commercial Management: theory and practice defines therole of commercial management within project-orientedorganisations, providing a framework for and helping to develop acritical understanding of the factors that influence commercialmanagement practice. It also identifies generic aspects of thispractice and provides a theoretical foundation to these activities,by reference to existing and emergent theories and concepts, aswell as to relevant management best practice. The book is structured into four parts: Part 1 Introduction– Commercial Management in Project Environments exploresthe nature of commercial practice within project-orientedorganisations at the buyer-seller interface. It presents aCommercial Management framework, which illustrates the multipleinteractions and connections between the purchaser‘sprocurement cycle and a supplier‘s bidding and implementationcycles. Additionally, it outlines the principle activitiesundertaken by the commercial function, identifies the skills andabilities that support these activities and reviews the theoriesand concepts that underpin commercial practice. Finally, itidentifies areas of commonality of practice with other functionsfound within project-oriented organisations, plus sources ofpotential conflict and misunderstanding. Part 2 – Elements of Commercial Theory and Practicecovers commercial leadership; exploring strategy; risk anduncertainty management; financial decision-making; and key legalissues. Part 3 – Approaches to Commercial Practiceaddresses best practice management; and commercial and contractingstrategies and tactics. Finally, Part 4 – CaseStudies offers two extended case studies: Football Stadia (theMillennium Stadium, Cardiff; the Emirates Stadium, Islington; andWembley Stadium, London); and Heathrow Terminal 5. The book provides a one-stop-shop to the many topics thatunderpin commercial management practice from both a demand(buy-side) and a supply (sell-side) perspective. It will helpdevelop an understanding of the issues influencing commercialmanagement: leadership, strategy, risk, financial, legal, bestpractice management and commercial and contracting strategy andtactics. This book’s companion website is at ahref="" offers invaluable resources for both students andlecturers: • PowerPoint slides for lecturers on each chapter • Sample exam questions for students to practice • Weblinks to key journals and relevant professionalbodies

Public Supply Chain Management

Steuerung öffentlicher Wertschöpfungsketten nach privatwirtschaftlichem Vorbild

Author: Sandra Dorobek

Publisher: Springer-Verlag

ISBN: 3658024690

Category: Business & Economics

Page: 313

View: 1982


​Sandra Dorobek geht in ihrer Dissertation der Frage nach, inwieweit auch öffentliche Wertschöpfungsketten mittels klassischer privatwirtschaftlicher Managementkonzepte (hier: mithilfe des SCM-Ansatzes) gesteuert werden können, so dass die Gesellschaft als Adressat der politisch gewünschten öffentlichen Leistung von den damit verbundenen Effizienzvorteilen profitiert. Die Arbeit leistet einen grundlegenden Beitrag zur Weiterentwicklung des SCM-Ansatzes zu einem Public SCM für die Steuerung öffentlicher Wertschöpfungsketten. Es wird aufgezeigt, welche Ansätze und Ideen des bewährten privatwirtschaftlichen SCM-Modells für ein Public SCM angesichts der Besonderheiten öffentlicher Wertschöpfungsketten dennoch Relevanz besitzen.

Attracting Investors to African Public-private Partnerships

A Project Preparation Guide

Author: N.A

Publisher: World Bank Publications

ISBN: 0821377310

Category: Political Science

Page: 111

View: 5266


at African public sector officials who are concerned about the delivery of infrastructure projects and services through partnership with the private sector, as well as staff in donor institutions who are looking to support PPP programs at the country-level." --Book Jacket.