Bids, Tenders and Proposals: Winning Business Through Best Practice (Bids, Tenders & Proposals: Winning Business Through Best) [Paperback]

"The techniques described in the book are within the reach of everyone, whether firms of contractors or individuals working on their own." The Forum for Associates of the Institute for Independent Business "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." Commerce & Industry "Explores all aspects of public and private-sector bidding...includes a new section on business development and market intelligence prior to writing a bid, and updated information on the European Union." Supply Management "Expert guidance on how to win services and consultancy contracts, research awards and government funding through competitive tenders." First Voice "Takes you through the entire process of tendering step by step, providing relevant examples of situations and the appropriate responses, pro-formas of essential documents and detailed supporting information." Edge Magazine "Guides the reader through the process of writing bids, tenders and proposals for contracts and project funding." Carmarthenshire Business

"A crisp, accessible style...explains how to create bids that are outstanding in both technical quality and value for money." --This text refers to the Hardcover edition.

Expert guidance on the entire process of tendering in the three key areas of public sector procurement, contracts for private sector clients and applications for research funding.

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.

Harold Lewis is a writer, editor and independent consultant with more than 30 years' professional experience of working with client authorities and consultancy organisations. Having written over 200 successful bids and proposals, he is a leading authority on the development and writing of competitive tenders for professional services contracts and consultancy assignments.

1 A bid to succeed 1

About this book 1; Guidelines to set you on course 4;

Developing skills in bid writing 7; Market research and

intelligence 8

2 Bidding for public sector contracts 13

The EU procurement framework 13; Key aspects of the

procurement regulations 15; Outline of the procurement

process 20; Priorities for the public sector 23; Bidding for

project funding 26

3 Tendering for the private sector 29

Equal concern for value for money 29

4 Bidding for research funding 34

Tendering for EU-funded research 35; Essential dos and

don'ts 41; Research council and government funding 43

5 Pre-qualifying for tender opportunities 46

Pre-qualification information 48; Guidance to get you

ahead 50; Capability statements 52

6 Deciding to bid 54

Issues to consider 55; Risk assessment 63

7 Analysing the bid specification 66

Points for checklists 68

8 Managing the bid 81

Planning and coordination 82; Document management

and version control 86; Programming production and

delivery 89; Checking bid quality 90; Bringing together

resources and inputs 92; Using a bid development

worksheet 96; Maintaining bid records 96; Bid

development outline 100

9 Talking to the client 101

10 Bidding in partnership 105

Guidelines for association 106; Overseas bids: teaming up

with local associates 109

11 Thinking the work through 114

Get the measure of the work 115; Match technical content

and price 116; Recognize and manage risk 117; Reduce the

risk of contract failure 120

12 Developing and writing the bid 122

Structuring the content 123; Thinking different 129; Bid

letters 130; Two items that add value to the bid - a

summary and a response matrix 131; Creating the text 133;

Editing the bid 138

13 Explaining approach and methodology 146

Shaping the argument 146; Commenting on the bid

specification 147; Writing about methodology 148

14 Focusing on contract management 159

Team management and resources 161; Management

interface 164; Quality management 169

15 Defining outputs and deliverables 171

Contract deliverables 172

16 Communicating added value 178

17 Presenting CVs 184

Management of CVs 185; Standardizing CV format and

structure 187; Basic structure for CVs 190; Résumés 197

18 Describing professional experience 198

Client references 198; Project summaries 200; Bringing

experience to life 202

19 Making good use of graphics 205

Types of bid graphics 206; Guidelines for effective

graphics 206; Design software 209; The bid cover 210;

Bid design and page layout 210

20 Stating your price 213

Components of price information 214; Cost

assumptions 219; Payment 221; Separate financial

proposals 222; Best practice in dealing with price 224;

Financial information in research bids 227

21 Producing and submitting the bid 229

Electronic submission 229; Size and presentation 231;

Packaging and delivery 233

22 Understanding how clients evaluate tenders 235

Evaluation criteria in public sector procurement 235;

Methods of evaluating bids 237; Questions clients ask 241;

Evaluation of research proposals 247

23 Presentations to clients 249

Planning and making the presentation 249; Visual aids 252;

Pitfalls to avoid 252

24 Do your own tender auditing 254

Using feedback from clients 254; The auditing

procedure 255; Audit parameters in detail 259;

Applying the results of the audit 264

25 Ten true stories 266

And the moral of these stories? 270