Bids, Tenders & Proposals: Winning Business Through Best Practice

Bids, Tenders & Proposals: Winning Business Through Best Practice

by Harold Lewis

Paperback(Fourth Edition)

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Bids, Tenders & Proposals: Winning Business Through Best Practice by Harold Lewis

For those engaged in professional services, consulting or research, there is guidance here on every step in the process of writing bids, tenders and proposals for contracts and project funding. Written in an easy-to-read and accessible style, this fourth edition of Bids, Tenders & Proposals adds a further dimension to the book by including information about tendering for contracts from international funding institutions and aid agencies such as the World Bank group and UN Global Marketplace. 

Chapters highlight aspects of bidding in four broad environments: public sector procurement, particularly within the EU framework; contracts for private sector clients; research funding; international development; and pre-qualification procedures. It reflects the growth of e-tendering with practical advice on all aspects of electronic submission. The entire process of tendering is covered step by step, including: 
- deciding whether or not to bid
- analyzing client requirements
- resourcing and researching the bid
- developing and writing the bid
- producing and submitting tenders, including electronic tendering
- understanding how clients evaluate tenders
- making presentations to clients

Harold Lewis includes new coverage of the environment of public sector procurement – specifically the growth of e-tendering, measures to simplify pre-qualification and tendering procedures and moves to make contract opportunities more accessible to small and medium-sized businesses. Lewis has drawn from his practical experience as a proposal writing consultant to provide references, real life examples and useful advice to create a valuable guide for businesses that compete for work. 

Product Details

ISBN-13: 9780749465605
Publisher: Kogan Page, Ltd
Publication date: 06/28/2012
Edition description: Fourth Edition
Pages: 252
Product dimensions: 6.10(w) x 9.10(h) x 0.60(d)

About the Author

Harold Lewis
is a writer, editor and independent consultant and has worked with businesses of all kinds and with private and public sector clients. Having written over 300 successful bids and proposals, he is a leading authority on developing and writing competitive tenders – from market intelligence and pre-qualification to bid writing and evaluation.

Table of Contents

List of Figures
Preface to the fourth edition
Note on proposed new EU procurement rules

01 A bid 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 for money

04 Bidding for research funding
Tendering for EU-funded research
Essential dos and don'ts
Research council and government funding
Bidding for Lottery research funding

05 Tendering for international development contracts
World Back
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

19 Describing professional experience
Client references
Project summaries
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
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 evaluation 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

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