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: 2305

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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: 0749465611

Category: Business & Economics

Page: 256

View: 9403

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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 edition extends the scope and content of the book to make it an even more useful and practical guide to successful tendering. This book puts at the reader's disposal techniques that the author has perfected as a specialist writer in this field, and insights gained from his experience as an evaluator of tenders with client organizations in the public and private sectors. Those who are new to bid writing will learn how to build the confidence to start producing successful bids. Those who are more experienced will be shown new ideas that extend and reinforce their skills. This book covers a broad range of procurement and funding, and its advice is relevant to tendering for supplies and works contracts. Much of the material will be pertinent also to public-private partnerships. Based on examples drawn from actual bids and tenders, with new topics on business development and market intelligence, Bids, Tenders and Proposals now includes advice on winning competitive tenders from international funding institutions and aid agencies as well as the latest information on EU procurement framework, method statements, prequalification documents and e-tendering.

Book of a Thousand Days

Author: Shannon Hale

Publisher: A&C Black

ISBN: 1408812991

Category: Juvenile Fiction

Page: 320

View: 1197

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When a beautiful princess refuses to marry the prince her father has chosen, her father is furious and locks her in a tower. She has seven long years of solitude to think about her insolence. But the princess is not entirely alone - she has her maid, Dashti. Petulant and spoilt, the princess eats the food in their meagre store as if she were still at court, and Dashti soon realises they must either escape or slowly starve. But during their captivity, resourceful Dashti discovers that there is something far more sinister behind her princess's fears of marrying the prince, and when they do break free from the tower, they find a land laid to waste and the kingdom destroyed. They were safe in the tower, now they are at the mercy of the evil prince with a terrible secret. Thrilling, captivating, and a masterful example of storytelling at its best. The princess's maid is a feisty and thoroughly modern heroine, in this wonderfully timeless story.

A Practical Guide to Airline Customer Service

From Airline Operations to Passenger Services

Author: Colin C. Law

Publisher: BrownWalker Press

ISBN: 1627346937

Category: Transportation

Page: 302

View: 1173

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A Practical Guide to Airline Customer Service is written for airline executives and undergraduate students who are preparing for a career in the airline service industry. Those working in similar functions and fields can also benefit from this book. This book primarily focuses on the importance of customer service in the airline industry. This includes basic airline operations and essential communication skills, and how airline service agents interact with passengers at every contact point of the travel process. A Practical Guide to Airline Customer Service is a must-read for those who seek a rewarding career in the airline industry.

Bids, Tenders and Proposals

Winning Business Through Best Practice

Author: Harold Lewis

Publisher: Kogan Page Publishers

ISBN: 0749456108

Category: Business & Economics

Page: 304

View: 3211

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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: 7439

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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.

Writing Business Bids and Proposals For Dummies

Author: Marcus A. Eden-Ellis,Neil Cobb,Charlie Divine

Publisher: John Wiley & Sons

ISBN: 1119174325

Category: Business & Economics

Page: 432

View: 5796

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Develop a winning business proposal Plan and use a repeatable proposal process Use tools and templates to accelerate your proposals Get the intel on bids and proposals Congratulations! You have in your hands the collected knowledge and skills of the professional proposal writer – without having to be one! Inside, you'll find out how to unlock what these professionals know and apply it to your own business to improve the way you capture new customers and communicate with existing ones! Inside... Develop a great proposal Focus on the customer Know your competition Plan your approach Use tools and templates Write persuasively Overcome misconceptions Expand your skills Avoid proposal killers

Seasons on the Pacific Coast

A Naturalist's Notebook

Author: Susan J. Tweit

Publisher: Chronicle Books Llc

ISBN: N.A

Category: Nature

Page: 224

View: 1400

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A special homage to the Pacific Coast, from Mexico to British Columbia, includes forty informative, evocative essays and vivid illustrations that capture the region's vibrant plant and animal life.

Bid Writing for Project Managers

Author: Mr David Cleden

Publisher: Gower Publishing, Ltd.

ISBN: 1409459047

Category: Business & Economics

Page: 270

View: 9979

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At what stage in the process do commercial projects go wrong? Some of the worst problems (unrealistic objectives, faulty assumptions, and poorly understood constraints) are 'programmed in' at conception when the bid is written, long before the project manager is brought on board. If the bid is misconceived, no amount of clever project management is going to recover the situation. Involving the designated project manager at the bidding stage is becoming the norm in many commercial organizations. Some make the project manager the bid manager so they can direct all aspects of the project's conception. Getting the bid right is the essence of planning for project success, and is the main theme of this book. However, many project managers are unfamiliar with the pitfalls of competitive bidding and don't know how to balance a compelling sales message against a realistic delivery plan. Bid Writing for Project Managers will guide prospective project managers through the bid-writing lifecycle, providing comprehensive guidelines and numerous tips on how to craft a winning bid and how to set the project up with the best possible chance of success.

The Fast Forward MBA in Project Management

Author: Eric Verzuh

Publisher: John Wiley & Sons

ISBN: 1119086574

Category: Business & Economics

Page: 528

View: 7242

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For any professional responsible for coordinating projects among different departments, executive levels, or projects with technical complexity, this book clearly explains how to do it on time and on budget. From finding the right sponsor to clarifying objectives to setting a realistic schedule and budget projections, this book will help everyone better manage the relationships and process needed to get the project done. An updated chapter on engaging stockholders and the discipline of change management. Information on using Agile techniques for project scheduling. References to the PMP exam.

A Primer on Auction Design, Management, and Strategy

Author: David J. Salant

Publisher: MIT Press

ISBN: 0262028263

Category: Business & Economics

Page: 200

View: 8318

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Auctions are highly structured market transactions primarily used in thin markets (markets with few participants and infrequent transactions). In auctions, unlike most other markets, offers and counteroffers are typically made within a structure defined by a set of rigid and comprehensive rules. Because auctions are essentially complex negotiations that occur within a fully defined and rigid set of rules, they can be analyzed by game theoretic models more accurately and completely than can most other types of market transactions.This book offers a guide for modeling, analyzing, and predicting the outcomes of auctions, focusing on the application of game theory and auction theory to real-world auction design and decision making. After a brief introduction to fundamental concepts from game theory, the book explains some of the more significant results from the auction theory literature, including the revenue (or payoff) equivalence theorem, the winner's curse, and optimal auction design. Chapters on auction practice follow, addressing collusion, competition, information disclosure, and other basic principles of auction management, with some discussion of auction experiments and simulations. Finally, the book covers auction experience, with most of the discussion centered on energy and telecommunications auctions, which have become the proving ground for many new auction designs. A clear and concise introduction to auctions, auction design, and auction strategy, this Primer will be an essential resource for students, researchers, and practitioners.

The Winning Bid

A Practical Guide to Successful Bid Management

Author: Emma Jaques

Publisher: Kogan Page Publishers

ISBN: 0749468335

Category: Business & Economics

Page: 320

View: 7498

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The Winning Bid is an easy-to-read practical guide which will teach the reader how to think like a professional bid manager. It gives essential advice on, amongst other things: PQQs and bid readiness, GIVE analysis, competitor analysis, grantwriting and funding bids best practice, freedom of Information as a research and continual improvement tool, a view from the buyer's side - featuring feedback from buyers on their experiences of being on the receiving end of bids, measuring bid performance over time, virtual team management, sharing bid best practice with other Bid Managers through APMP membership and accreditation, LinkedIn groups, the new Cabinet Office feedback channel. It will appeal to anyone engaged in bidding activity, from the bid novice to professional bid managers.

Commercial Management

Theory and Practice

Author: David Lowe

Publisher: John Wiley & Sons

ISBN: 1118486129

Category: Technology & Engineering

Page: 528

View: 4389

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Commercial Management: theory and practice defines the role of commercial management within project-oriented organisations, providing a framework for and helping to develop a critical understanding of the factors that influence commercial management practice. It also identifies generic aspects of this practice and provides a theoretical foundation to these activities, by reference to existing and emergent theories and concepts, as well as to relevant management best practice. The book is structured into four parts: Part 1 Introduction – Commercial Management in Project Environments explores the nature of commercial practice within project-oriented organisations at the buyer-seller interface. It presents a Commercial Management framework, which illustrates the multiple interactions and connections between the purchaser‘s procurement cycle and a supplier‘s bidding and implementation cycles. Additionally, it outlines the principle activities undertaken by the commercial function, identifies the skills and abilities that support these activities and reviews the theories and concepts that underpin commercial practice. Finally, it identifies areas of commonality of practice with other functions found within project-oriented organisations, plus sources of potential conflict and misunderstanding. Part 2 – Elements of Commercial Theory and Practice covers commercial leadership; exploring strategy; risk and uncertainty management; financial decision-making; and key legal issues. Part 3 – Approaches to Commercial Practice addresses best practice management; and commercial and contracting strategies and tactics. Finally, Part 4 – Case Studies offers two extended case studies: Football Stadia (the Millennium Stadium, Cardiff; the Emirates Stadium, Islington; and Wembley Stadium, London); and Heathrow Terminal 5. The book provides a one-stop-shop to the many topics that underpin commercial management practice from both a demand (buy-side) and a supply (sell-side) perspective. It will help develop an understanding of the issues influencing commercial management: leadership, strategy, risk, financial, legal, best practice management and commercial and contracting strategy and tactics. This book’s companion website is at www.wiley.com/go/lowecommercialmanagement and offers invaluable resources for both students and lecturers: • PowerPoint slides for lecturers on each chapter • Sample exam questions for students to practice • Weblinks to key journals and relevant professional bodies

Weaving Dreams Into the Classroom

Practical Ideas for Teaching about Dreams and Dreaming at Every Grade Level, Including Adult Education

Author: Curtiss Hoffman,Jacqueline E. Lewis

Publisher: Universal-Publishers

ISBN: 1612337260

Category: Self-Help

Page: 186

View: 9515

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Weaving Dreams into the Classroom is an extraordinary anthology which combines the seasoned experience of ten educators at all educational levels to provide the reader with practical, hands-on models for bringing the subject of dreams and dreaming to students. It also includes the perspective of a teenage student who has been embedded in a dream-centered education program since early childhood. The authors come from diverse backgrounds, including academic and clinical psychology, anthropology, and religious studies. Their home institutions range from small private colleges and institutes to large research universities, both in the United States and Great Britain.

Handbook For Writing Proposals

Author: Robert J. Hamper,L. Baugh

Publisher: McGraw Hill Professional

ISBN: 9780844232744

Category: Business & Economics

Page: 224

View: 3384

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A practical guide to developing and writing winning business and marketing proposals, this book covers all the basics, from picking the right projects to bid on, to doing initial research to producing the document to following up.

Winner Takes All

Author: Scott Keyser

Publisher: LID Editorial

ISBN: 1907794581

Category: Business & Economics

Page: 192

View: 4211

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The decision to award a contract is often based on marginal differences between bidders. If you want to raise your tendering win-rate and ROI, you must do everything you can to widen those margins and shorten your odds of winning. Full of hints, tips, tools and techniques, this book will help you to do that. Proven on hundreds of bids and tenders, the ideas in these pages could save you years of coming second.