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Bids, Proposals and Tenders - Succeeding with effective writing

Book Description

This book is a must-have guide for anyone producing bids and proposals ranging from short covering letters through to tenders for major corporate or government procurement. Numerous mini case studies and quotes from specialists are included. Sales, marketing, project and technical staff will all benefit from reading the book and keeping a copy on their shelves for reference. It is also useful for business students at all levels. Contents include: The Art of Proposal Writing; The Proposal Lifecycle; Presentation and Format; Editing and Reviewing; Getting Information from Experts; Corporate and Client Culture; Writing proposals within the OJEC/OJEU procurement system.

Table of Contents

  1. FRONT COVER
  2. HALF TITLE PAGE
  3. BCS, THE CHARTERED INSTITUTE FOR IT
  4. TITLE PAGE
  5. COPYRIGHT PAGE
  6. DEDICATION
  7. CONTENTS
  8. LIST OF FIGURES AND TABLES
  9. AUTHOR
  10. FOREWORD
  11. ACKNOWLEDGEMENTS
  12. GLOSSARY OF TENDER TERMS
  13. 1 Introduction
    1. Definitions
    2. Who this book is for
    3. How it has been written
    4. What it doesn’t include
    5. How to use this book
    6. Chapter summaries
  14. 2 WHAT IS A PROPOSAL?
    1. Introduction
    2. Context
    3. Are they really hard to do?
    4. Managing bids
    5. Summary
  15. 3 PREPARING TO WRITE
    1. Introduction
    2. Background
    3. Writing – the basics
    4. Summary
  16. 4 PROPOSAL WRITING
    1. Introduction
    2. Background
    3. Writing for proposals
    4. Sales themes, straplines and branding
    5. Presenting financial information
    6. Summaries
    7. CVs
    8. Case studies and references
    9. Legal considerations
    10. Writing checklist – a sample style guide
  17. 5 GETTING INFORMATION FROM EXPERTS
    1. Introduction
    2. Specialists and experts involved
    3. Strategies for getting information
    4. Summary
  18. 6 EDITING AND REVIEWING
    1. Introduction
    2. Editorial work
    3. Preparing material for presentations
    4. Software tools
    5. Summary
  19. 7 SUPPLIER AND CLIENT CULTURE
    1. Introduction
    2. Organisational culture
    3. Organisation checklist
    4. Culture and language
    5. Market sectors
    6. Checklist: comparing supplier and client cultures
  20. 8 OJEU PROPOSALS
    1. Introduction
    2. The OJEU procurement process
    3. Other OJEU procurement processes
    4. Some OJEU terms and acronyms
  21. 9 PRESENTATION AND FORMAT
    1. Introduction
    2. Layout, design and presentation
    3. Using a style guide
    4. Making it look good
  22. APPENDIX A – TEMPLATE PAGES
  23. APPENDIX B – CHECKLISTS
    1. Writing checklist – a sample style guide
    2. Editing checklist
    3. Checklist: comparing supplier and client cultures
  24. FURTHER READING
    1. Books and other printed sources
    2. Internet resources
  25. BACK COVER