Tim Nightingale, Matthew Fuller

Professional Services Proposals Handbook: A Practical Guide to Winning the Competitive Bidding Process

• Broschiertes Buch

Produktbeschreibung

Competitive bidding for work is a long-established aspect of business within the professional services and consulting sector. For many markets, pitching has become a critical element of both attracting and retaining business. Combating clients' demands and intense competition, firms that want to win and retain business need business development and marketing teams that are experts in creating compelling proposals. Strategic Tendering for Professional Services offers a masterclass in improving your pitching skills and processes.Drawing on insights from current pitch and proposal professionals and client-side procurement teams, Strategic Tendering for Professional Services provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process on best practice and strategies for success. Packed with practical features to help readers put guidance into practice, Strategic Tendering for Professional Services also supports business-wide improvement with a clear analysis of the processes and systems available to support pitch assembly and reporting. Whether a bid and proposal professional looking for extra tools, a business development or marketing manager providing support and expertise to partners, or a professional wanting to improve pitching skills, this book will be key to winning opportunities that will set the firm apart.

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Produktdetails

• Verlag: Kogan Page
• 1. Aufl.
• Seitenzahl: 208
• Erscheinungstermin: 28. März 2017
• Englisch
• Abmessung: 234mm x 156mm x 11mm
• Gewicht: 331g
• ISBN-13: 9780749478513
• ISBN-10: 0749478519
• Artikelnr.: 45102462

Autorenporträt

Matthew Fuller has 25 years' experience of working in the professional services sector. He has led global business development and marketing teams at Allen & Overy Herbert Smith and currently White & Case. He has run training programmes throughout the world advising partners on proposals best practice. Tim Nightingale is a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services Marketing Group (PSMG).

Inhaltsangabe

Chapter - 01: Introduction - Why use the Proposals Book?;
Chapter - 02: To pitch or not to pitch?;
Chapter - 03: What does the client want?;
Chapter - 04: Planning to win;
Chapter - 05: The procurement predicament;
Chapter - 06: Smart pricing;
Chapter - 07: Writing to win;
Chapter - 08: Presenting to win;
Chapter - 09: Following up and post pitch feedback;
Chapter - 10: Tools and technology;
Chapter - 11: There has to be a better way;
Chapter - 12: Appendix: How to manage a billion dollar pitch;