Matthew Fuller, Tim Nightingale

Strategic Tendering for Professional Services

Win More, Lose Less

• Broschiertes Buch

Produktbeschreibung

Improve your pitches and overall tendering process with this practical guide to winning bids in professional services firms.

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Produktdetails

• Verlag: Kogan Page
• Artikelnr. des Verlages: 12963
• 2. Aufl.
• Seitenzahl: 280
• Erscheinungstermin: 7. März 2022
• Englisch
• Abmessung: 233mm x 159mm x 27mm
• Gewicht: 433g
• ISBN-13: 9781789668445
• ISBN-10: 1789668441
• Artikelnr.: 62917295

Autorenporträt

Matthew Fuller is Head of Business Development, Americas & EMEA at White & Case, based in London, UK. He has led global business development and marketing teams at Allen & Overy and Herbert Smith, and 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). He is based in Kent, UK.

Inhaltsangabe

• • Chapter - 01: Introduction;
  • Chapter - 02: To pitch or not to pitch?;
  • Chapter - 03: What does the client want?;
  • Chapter - 04: Diversity;
  • Chapter - 05: Planning to win;
  • Chapter - 06: The procurement predicament;
  • Chapter - 07: Smart pricing;
  • Chapter - 08: Global citizenship;
  • Chapter - 09: Writing success;
  • Chapter - 10: Public sector pitching;
  • Chapter - 11: Presenting to win;
  • Chapter - 12: Following up and post pitch feedback;
  • Chapter - 13: Technology and tools;
  • Chapter - 14: There has to be a better way

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Chapter
01: Introduction; Chapter
02: To pitch or not to pitch?; Chapter
03: What does the client want?; Chapter
04: Diversity; Chapter
05: Planning to win; Chapter
06: The procurement predicament; Chapter
07: Smart pricing; Chapter
08: Global citizenship; Chapter
09: Writing success; Chapter
10: Public sector pitching; Chapter
11: Presenting to win; Chapter
12: Following up and post pitch feedback; Chapter
13: Technology and tools; Chapter
14: There has to be a better way

Rezensionen

"In essence, this book is for partners, directors, associates, BD professionals, those working in-house and anyone working in professional services firms who want to win more pitches or manage the process more time and cost effectively. The first edition was a hit and won an award at the 2018 Business Book Awards. And this second edition brings it bang up to date." David Morley, Former Senior Partner, Allen & Overy, (2008-16); Head of Europe, CDPQ (2021-)