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 second 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 action during pre-proposal stages of business development and market intelligence. There is more advice to help manage the process of proposal writing,…mehr
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 second 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 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. There is also up-to-date information on EU procurement and research funding, giving the reader the benefit of powerful, best-practice techniques.
'It has to be said that this is a very thorough and interesting book... [It] covers all aspects of tender writing for public sector, private sector and research funding. Clear and well presented, this book has to appear on the reference list of anyone serious about managing the way they assemble their proposals.' - PS Advisor
List of figures Preface to the fifth edition 01 Bidding to succeed About this book Guidelines to set you on course Developing skills in bid writing Market research and intelligence 02 Bidding for public sector contracts The EU procurement framework Key aspects of the procurement regulations Outline of the procurement process Priorities for the public sector Bidding for project funding 03 Tendering for the private sector Equal concern for value of money 04 Bidding for research funding Tendering for EU-funded research Essential do's and don'ts Research council and government funding Bidding for Lottery research funding 05 Tendering for international development contracts World Bank United Nations 06 Pre-qualifying for tender opportunities Pre-qualification information Guidance to get you ahead 07 Deciding whether or not to bid Issues to consider Risk assessment 08 Analysing the tender documents Points for checklists 09 Managing the bid Planning and coordination Document management and version control Programming production and delivery Checking bid quality Bringing together resources and inputs Using a bid development worksheet Maintaining bid records 10 Talking to the client 11 Bidding in partnership Guidelines for association Overseas bids: teaming up with local associates 12 Thinking the work through Get the measure of the work Match technical content and price Recognize and manage risk Reduce the risk of contract failure 13 Developing and writing the bid Structuring the bid Thinking different Commenting on the tender documents Bid letters Summarizing the bid Response matrix Bid development timeline Creating the text Editing the bid 14 Explaining approach and method Writing method statements Structuring the work plan 15 Focusing on contract management Team management and resources Management interface Quality management 16 Defining outcomes and deliverables Contract deliverables 17 Communicating added value 18 Presenting CVs Management of CVs Standardizing CV format and structure Basic structure for CVs Résumé 19 Describing professional experience Client references Project summaries and case studies Bringing experience to life 20 Making good use of graphics Types of bid graphics Guidelines for effective graphics Design software The bid cover Bid design and page layout 21 Stating your price Components of price information Cost assumptions Payment Separate financial proposals Best practice in dealing with price Financial information in research bids 22 Electronic and hard-copy submission Electronic submission The submission process Hard-copy production Packaging and delivery 23 Understanding how clients evaluate tenders Evaluation criteria in public sector procurement Methods of evaluating bids Questions clients ask Learning from success and failure Evaluation of research proposals 24 Presentations to clients Planning and making the presentation Visual aids Pitfalls to avoid 25 True stories And the moral of these stories? Postscript: Tough talk from clients Index
List of figures Preface to the fifth edition 01 Bidding to succeed About this book Guidelines to set you on course Developing skills in bid writing Market research and intelligence 02 Bidding for public sector contracts The EU procurement framework Key aspects of the procurement regulations Outline of the procurement process Priorities for the public sector Bidding for project funding 03 Tendering for the private sector Equal concern for value of money 04 Bidding for research funding Tendering for EU-funded research Essential do's and don'ts Research council and government funding Bidding for Lottery research funding 05 Tendering for international development contracts World Bank United Nations 06 Pre-qualifying for tender opportunities Pre-qualification information Guidance to get you ahead 07 Deciding whether or not to bid Issues to consider Risk assessment 08 Analysing the tender documents Points for checklists 09 Managing the bid Planning and coordination Document management and version control Programming production and delivery Checking bid quality Bringing together resources and inputs Using a bid development worksheet Maintaining bid records 10 Talking to the client 11 Bidding in partnership Guidelines for association Overseas bids: teaming up with local associates 12 Thinking the work through Get the measure of the work Match technical content and price Recognize and manage risk Reduce the risk of contract failure 13 Developing and writing the bid Structuring the bid Thinking different Commenting on the tender documents Bid letters Summarizing the bid Response matrix Bid development timeline Creating the text Editing the bid 14 Explaining approach and method Writing method statements Structuring the work plan 15 Focusing on contract management Team management and resources Management interface Quality management 16 Defining outcomes and deliverables Contract deliverables 17 Communicating added value 18 Presenting CVs Management of CVs Standardizing CV format and structure Basic structure for CVs Résumé 19 Describing professional experience Client references Project summaries and case studies Bringing experience to life 20 Making good use of graphics Types of bid graphics Guidelines for effective graphics Design software The bid cover Bid design and page layout 21 Stating your price Components of price information Cost assumptions Payment Separate financial proposals Best practice in dealing with price Financial information in research bids 22 Electronic and hard-copy submission Electronic submission The submission process Hard-copy production Packaging and delivery 23 Understanding how clients evaluate tenders Evaluation criteria in public sector procurement Methods of evaluating bids Questions clients ask Learning from success and failure Evaluation of research proposals 24 Presentations to clients Planning and making the presentation Visual aids Pitfalls to avoid 25 True stories And the moral of these stories? Postscript: Tough talk from clients Index
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