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Bids, Tenders and Proposals, 4th Edition by Harold Lewis

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14

Explaining approach and method

Fulfilling a contract in a manner that represents value to the client is seldom just a matter of activating systems and applying procedures. Having better systems and procedures than your competitors will never harm your chances of winning a contract, but in most cases it is people that make the difference – their insight into the client’s business needs and concerns, the ideas that inform their approach and the energies they bring to the work. These factors give the client the return on its investment in the contract. Don’t neglect this aspect of the bid. In writing about your approach and methodology, the task is to show that you understand the client’s objectives and priorities, are able to respond to them ...

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