Successful Proposal Strategies for Small Businesses: Using Knowledge Management to Win Government, Private-Sector, and International Contracts / Edition 5

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Overview

Winning new business presents significant challenges. The new, Fifth Edition of this perennial bestseller updates and expands upon previous editions. The result is the ultimate resource for small and mid-sized businesses, as well as non-profit organizations and public-sector agencies, looking to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes that in turn support winning new business. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Among the extensive array of new material, the Fifth Edition covers?

• Establishing an internal rapid-response task order proposal "engine" for GWACs and ID/IQs

• Preparing for successful graduation from the U.S. Small Business Administration 8(a) Program

• Succeeding in the world of VERY small businesses

• Framing-a proven tool that aligns your proposal story with your customer's thinking

• Important emerging trends in Federal Government proposaling

• Mitigating proposal and contract risk

• Adding a new and proven dimension to proposal review cycles


This edition contains one of the most complete, comprehensive, and fully integrated analyses of U.S. federal procurement reform from 1984 to the present. In addition, you find numerous useful, up-to-the-minute resources for U.S. and overseas businesses that want to engage in international business involving proposal development. Using this book, any small company or organization with a viable product or service can learn how to gain and keep a client's attention, even when working only a few employees. Entrepreneurs and their staff can use this valuable resource to assist in the establishment of best-of-breed business development, proposal development, knowledge management, and publications infrastructures and processes within their organizations. In many ways, a small company's future performance in the federal, private-sector, and international market space will be a direct result of how effectively it chooses to implement the disciplined business development, proposal development, and KM processes and methodologies as well as the modes of thinking presented in this work.

CD-ROM Included! Features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to Small Business Web Sites; a comprehensive, fully searchable listing Proposal and Contract Acronyms; and a sample architecture for a knowledge base or proposal library.

Reviews of previous editions of this book appeared on the Web at USATODAY.com and CanadaOne Magazine as well as in Black Enterprise Magazine; BusinessWeek; and IEEE Transactions on Professional Communications. Additional reviews were published in Turning Point Magazine (Los Angeles, CA); Corporate Corridors magazine (Richmond, VA); Journal of the Association of Proposal Management Professionals (APMP) Texas Small Business News electronic newsletter (Austin, TX); Knowledge and Process Management: The Journal of Corporate Transformation (John Wiley & Sons, United Kingdom); Preview (International Council On Systems Engineering (INSCOE), UK Chapter Newsletter); and World Small and Minority Enterprises (SME) News (India).

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Product Details

  • ISBN-13: 9781596932265
  • Publisher: Artech House, Incorporated
  • Publication date: 1/28/2008
  • Edition description: Older Edition
  • Edition number: 5
  • Pages: 625
  • Product dimensions: 7.00 (w) x 10.10 (h) x 1.50 (d)

Meet the Author

Robert S. Frey, MBA, MSM, M.A. is Principal in the Northern Virginia-based, woman-owned consultancy of Successful Proposal Strategies, LLC. In this capacity, he supports companies in the United States and Central America in developing proposals to the U.S. Government. Previously, he served as Senior Vice President of Knowledge Management & Proposal Development for RS Information Systems, Inc., where he leveraged knowledge management processes to perform rapid proposal prototyping and support the company achieve a sustained 67% proposal win rate for 9 years. He has personally supported more than 2,500 proposals in his career. In addition, he serves as an Instructor in Technology Management at UCLA in Westwood, California. Mr. Frey also conducts proposal development and writing training seminars for small businesses nationwide.

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Table of Contents

Acknowledgments. Introduction.

Competitive Proposals and Small Business.

Strategic Partnering and Sub Contracting.

Marketing to and With Your Clients.

Request for Proposals.

Private-Sector Solicitation Requests.

The Federal Acquisition Process: Emerging Directions.

The Proposal Life Cycle.

Major Proposal Components.

Acquisition/Capture and Proposal Team Activities.

The Role of the Proposal Manager.

Structuring International Proposals.

Proposal Production/Publication.

Human and Organizational Dynamics of the Proposal Process.

Controlling Bid and Proposal Costs.

Tried and True Proposal Writing and Editing Techniques.

Packaging and Managing Proposal Information Effectively.

Leveraging Business Complexity in a Knowledge-Based Economy.

Planning and Producing SF330 Responses for Architect-Engineer Services.

Preparing for Graduation from the 8(a) Program.

Succeeding in the World of VERY Small Businesses.

Epilogue. Selected List of Acronyms and Abbreviations.

Selected Bibliography.

About the Author.

Index.

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