Pub. Date:
Artech House, Incorporated
Successful Proposal Strategies For Small Businesses / Edition 3

Successful Proposal Strategies For Small Businesses / Edition 3

by Robert S. Frey


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Product Details

ISBN-13: 9781580533324
Publisher: Artech House, Incorporated
Publication date: 11/23/2005
Series: Technology Management and Professional Development Library
Edition description: Older Edition
Pages: 560
Product dimensions: 7.00(w) x 10.00(h) x 1.25(d)

Table of Contents

Chapter 1Competitive proposals and small business1
1.2From set-asides to full and open competition7
1.3Small business constraints10
1.4Maximizing small business strengths11
1.5SBIR and STTR programs12
1.6Organizing your company to acquire new business15
1.7Effective strategic and mission planning20
1.8Converting knowledge into proposal success21
1.8.1KM benefits proposal development27
1.8.2Internal and external clients: looking at clients in a whole new way33
Chapter 2Strategic partnering and subcontracting opportunities39
2.1Subcontracting opportunities and pathways to success40
2.2Critical success factors41
2.3Specific strategies for achieving subcontracts42
2.4Becoming part of a governmentwide acquisition contract (GWAC) team45
2.5Streamlined delegation of authority process47
2.6How mentor-protege programs can help your business47
Chapter 3Marketing to and with your clients53
3.1More than just selling53
3.2Transactions are personal--people buy from people55
3.3Listen to your client57
3.4Infuse marketing intelligence into your proposal57
3.5Intelligence gathering and analysis techniques59
3.6Call plans62
3.7Maintain management visibility on your contracts68
3.8Project managers as client managers69
3.9Commercial off-the-shelf acquisition71
3.10Pursuing firm-fixed-price and invitation-for-bid opportunities72
3.11Using the request for information and the request for comment as valuable marketing tools73
3.12Standard Form 129s and contractor prequalification statements74
3.13Ethics in marketing and business development75
3.14Advertising, trade shows, and high-impact public relations76
Chapter 4Requests for proposals83
4.2Part I--the schedule85
4.3Part II--contract clauses86
4.4Part III--list of documents, exhibits, and other attachments86
4.5Part IV--representations and certifications86
4.6The importance of Section L (instructions to offerors)88
4.7Section M (evaluation criteria): toward maximizing your score89
4.8Greatest or best value approach90
4.9Emphasis on performance-based contracting (PBC)90
4.10Influencing the content of an RFP--legitimately91
4.11Other types of solicitation documents93
Chapter 5Private-sector solicitation requests95
5.1Nongovernmental organizations (NGOs)98
Chapter 6The federal acquisition process: emerging directions101
6.2Statutory and regulatory requirements for competition102
6.3The source selection process103
6.4Full and open competition106
6.5Major contract types107
6.6Significant recent paradigm shifts in federal government acquisition108
6.7National Partnership for Reinventing (NPR) Government109
6.8Understanding the Federal Acquisition Streamlining Act (FASA)111
6.9Federal acquisition computer network114
6.10Benefits of electronic data interchange117
6.11Understanding ANSI X12 standards117
6.12Sources of information on EC, e-Gov, eB, and acquisition reform118
6.13DoD Electronic Commerce Office125
6.14DoD Electronic Commerce Information Center126
6.15DoD electronic commerce and electronic data interchange infra-structure126
6.16Using value-added networks and value-added services127
6.17Electronic Bid Set system128
6.18EC outside of DoD129
Chapter 7The proposal life cycle135
7.1What is a proposal in the competitive federal and commercial marketplace?135
7.2Where does the proposal fit into the total marketing life cycle?138
7.3Bid-no bid decision-making process148
7.4Planning and organizing150
7.4.1Draft executive summary150
7.4.2Theme development151
7.4.3Bullet drafts and storyboards155
7.5Kickoff meeting156
7.7Major contractor review cycles157
7.7.1Blue or Pink Team158
7.7.2Red Team158
7.7.3Gold Team162
7.7.4Black Team162
7.7.5Black hat review163
7.8Preparing for orals and BAFO163
7.9Debriefings (refer to FAR 15. 1003)164
Chapter 8Major proposal components167
8.2Transmittal letter168
8.3Technical volume169
8.3.1Front cover169
8.3.2Nondisclosure statement on the title page171
8.3.3Executive summary172
8.3.4Building a compliance (cross-reference) matrix173
8.3.5Narrative body of the technical volume174
8.4Management volume178
8.5Cost volume185
8.6Government contract requirements187
Chapter 9Acquisition and proposal team activities189
9.1Formation and function of acquisition teams189
9.2Prekickoff activities191
9.3Proposal kickoff meeting194
9.4Postkickoff activities199
Chapter 10The role of the proposal manager201
10.2Generalized job description203
10.3The growing importance of oral presentations211
10.3.1Outsourcing oral presentation support212
10.3.2Oral presentation development process212
10.3.3Specific oral presentation guidelines for success215
10.4Attending to the details216
10.5Control of the schedule216
10.6Training additional staff in proposal-management skills217
10.7Finish the job at hand220
10.8Successful proposal managers221
Chapter 11Structuring international proposals223
11.2The importance of the World Bank Group224
11.3Your company's participation in United Nations procurements227
11.4European Bank for Reconstruction and Development (EBRD)229
11.5Asian Development Bank (ADB)232
11.6International market planning233
11.7In-country partnerships234
11.8Host country procurement environments234
11.9Import-export considerations and technology transfer235
11.10Risk assessment235
11.11Terms and conditions235
11.12Ex-Im Bank of the United States assists small businesses237
11.13Helpful Web-based resources and in-country support infrastructures for small businesses238
11.14The Unisphere Institute, U.S. SBA, NASA, and International Marketing256
11.15British-American Business Council257
11.16U.S. Trade and Development Agency258
11.17U.S. Agency for International Development259
Chapter 12Proposal production and publication265
12.1Internal documentation standards267
12.2Document configuration management and version control268
12.3Freelance and temporary publication staff269
12.4Incorporating technical brilliance up to the last minute270
12.5Graphics are an integral part of your proposal271
12.5.1Action captions273
12.5.2Configuration control of graphics274
12.6Role and structure of your publications group274
12.7Software and hardware compatibility, standards, and recommendations275
12.8Electronic proposal submittal and evaluation277
12.9Important documentation tips281
12.10Virtual proposal centers, intranets, and extranets283
12.10.1Useful document management systems (DMS)284
12.11Using freelance proposal writers to maintain technical productivity288
Chapter 13Human and organizational dynamics of the proposal process291
13.1Modifying our thinking to win292
13.2Building a competitive work ethic293
13.3Strong link between project performance and proposal success294
13.4Proposals can be fun!295
13.5Maximizing human intellect296
13.6Proposal professionals as change agents298
13.7Wellness in your proposal process299
Chapter 14Controlling bid and proposal costs301
14.1What does it cost to get new business, and how are those costs recovered?302
14.2Tracking B&P expenditures303
14.3Business development bonus policy303
14.5Stretching limited marketing funds306
Chapter 15Tried-and-true proposal writing and editing techniques309
15.1Proposals are knowledge-based sales documents309
15.2Active voice adds strength and saves space312
15.3Guide the cient's evaluators through your proposal314
15.4Action captions316
15.5Methods of enhancing your proposal writing and editing317
15.6Government-recognized writing standards319
15.7Additional sources of writing guidance320
Chapter 16Packaging and managing proposal information and knowledge effectively321
16.2The all-important resumes324
16.3Project descriptions (project summaries)325
16.4Proposal boilerplate (canned or reuse material) as knowledge assets327
16.5Marketing targets327
16.6Corporate library332
16.7Proposal lessons-learned database333
16.8Applying IT solutions: evolutionary informational data systems335
16.8.1Lotus Notes scenarios336
16.8.2CD-ROM scenarios336
16.8.3Intranet scenarios336
16.9Small business KM success story--this stuff really works!338
16.9.1Small-scale, pilot KM initiatives applied to proposal development338
16.9.2Balance of tools, disciplined methodologies, and a supportive business culture339
16.9.3Development drivers and challenges339
16.9.4Sustainment and future enhancements341
16.9.5Transferable lessons learned341
16.10Leveraging federal performance appraisal systems to your company's benefit342
Chapter 17Leveraging business complexity in a knowledge-based economy345
17.1Turbulent transition toward knowledge-based business345
17.2How to communicate effectively on your knowledge landscape349
17.3Envisioning supple business models351
17.4Sample application: tracing complexity and KM through the proposal development process355
Chapter 18Planning and producing SF254/255 responses for architect-engineer services359
18.1SF254/255 and the FAR359
18.2Understanding the required structure of the response369
18.3Overall strategy of response369
18.4Build Block 7 first372
18.5Block 8: selling your project experience373
18.6Block 10: structure according to the evaluation criteria374
18.7Block 10 outlining374
18.8Other blocks375
18.9Subcontractor participation378
18.10Building teaming agreements378
Epilogue: Thinking to win small-business competitive proposals381
Appendix AOne agency's response to acquisition streamlining385
Appendix BSample proposal kickoff package393
Appendix CTemplate to capture important resume information407
Appendix DMarketing information and intelligence sources: federal, international, and private sector411
D.1Sources of federal marketing leads and information412
D.2Sources of international marketing leads and information422
D.3Sources of U.S. private-sector marketing leads and information424
Appendix EGlossary of proposal-related terms427
Selected list of acronyms and abbreviations449
Selected bibliography495
About the author513

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Successful Proposal Strategies For Small Businesses 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
Bob Frey's book is a must read if you are seriously interested in writing a competitive proposal. He lays it all out in terms that are easily understood. Regardless of how many times you've been through the proposal process, you will benefit from reading this book. If you're going through the process for the first time, you definitely need to read this book!