Bids, Tenders & Proposals: Winning business through best practice

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Whether you are engaged in professional services, consultancy or research, knowing how to write a tender is an essential business skill. Bids, Tenders and Proposals provides expert guidance on how to win services and consultancy contracts, research awards and government funding through competitive tenders. Written in a crisp, accessible style, using examples and check lists, it explains how to create bids that are outstanding in both technical quality and value for money. The book begins by exploring three key areas of bidding: public sector procurement, contracts for private sector clients and applications for research funding. The entire process of tendering is then discussed step by step, including: Pre-qualifying Deciding to bid Analysing client requirements Managing bids Resourcing and researching the bid Buildinga bid team Document collaboration and version control Developing and writing the bid Defining outputs and deliverables Communicating added value Presenting CVs Describing professional experience Producing and submitting tenders Stating your price Understanding how clients evaluate tenders Making presentations to clients Doing your own tender auditing This fully revised new edition also contains a section on business development and market intelligence prior to writing a bid, and up-to-date information on the EU procurement framework. Based on examples from actual winning tenders, Bids, Tenders and Proposals neatly combines a highly practical approach with a breathtaking breadth of scope. About The Author Harold Lewis is an independent consultant with more than 30 years’ professional experience on a specialist proposal writer, technical editor and trainer. He is a leading authority on the development and writing of competitive tenders for professional service contracts and consultancy assignments. Table of Contents A bid to succeed Bidding for public sector contracts Tendering for the private sector Bidding for research funding Pre-qualifying for tender opportunities Deciding to bid Analysingthe bid specification Managing the bid Talking to the client Bidding in partnership Thinking the work through Developing and writing the bid Explaining approach and methodology Focusing on contract management Defining outputs and deliverables Communicating added value Presenting CVs Describing professional experience Making good use of graphics Stating your price Producing and submitting the bid Understanding how clients evaluate tenders Presentations to clients Do your own tender auditing Ten true stories