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Bids, Tenders and Proposals, 5th Edition

Book Description

Bids, Tenders & Proposals is a practical guide that provides expert advice on the entire process of tendering in the three key areas of public sector procurement, contracts for private sector clients and applications for research funding.

Table of Contents

  1. Cover
  2. Title Page
  3. Contents
  4. List of figures
  5. Preface to the fifth edition
  6. 01    Bidding to succeed
    1. About this book
    2. Guidelines to set you on course
    3. Developing skills in bid writing
    4. Market research and intelligence
  7. 02    Bidding for public sector contracts
    1. The EU procurement framework
    2. Key aspects of the procurement regulations
    3. Outline of the procurement process
    4. Priorities for the public sector
    5. Bidding for project funding
  8. 03    Tendering for the private sector
    1. Equal concern for value for money
  9. 04    Bidding for research funding
    1. Tendering for EU-funded research
    2. Essential dos and don’ts
    3. Research council and government funding
    4. Bidding for Lottery research funding
  10. 05    Tendering for international development contracts
    1. World Bank
    2. United Nations
  11. 06    Pre-qualifying for tender opportunities
    1. Pre-qualification information
    2. Guidance to get you ahead
  12. 07    Deciding whether or not to bid
    1. Issues to consider
    2. Risk assessment
  13. 08    Analysing the tender documents
    1. Points for checklists
  14. 09    Managing the bid
    1. Planning and coordination
    2. Document management and version control
    3. Programming production and delivery
    4. Checking bid quality
    5. Bringing together resources and inputs
    6. Using a bid development worksheet
    7. Maintaining bid records
  15. 10    Talking to the client
  16. 11    Bidding in partnership
    1. Guidelines for association
    2. Overseas bids: teaming up with local associates
  17. 12    Thinking the work through
    1. Get the measure of the work
    2. Match technical content and price
    3. Recognize and manage risk
    4. Reduce the risk of contract failure
  18. 13    Developing and writing the bid
    1. Structuring the bid
    2. Thinking different
    3. Commenting on the tender documents
    4. Bid letters
    5. Summarizing the bid
    6. Response matrix
    7. Bid development timeline
    8. Creating the text
    9. Editing the bid
  19. 14    Explaining approach and method
    1. Writing method statements
    2. Structuring the work plan
  20. 15    Focusing on contract management
    1. Team management and resources
    2. Management interface
    3. Quality management
  21. 16    Defining outcomes and deliverables
    1. Contract deliverables
  22. 17    Communicating added value
  23. 18    Presenting CVs
    1. Management of CVs
    2. Standardizing CV format and structure
    3. Basic structure for CVs
    4. Résumés
  24. 19    Describing professional experience
    1. Client references
    2. Project summaries and case studies
    3. Bringing experience to life
  25. 20    Making good use of graphics
    1. Types of bid graphics
    2. Guidelines for effective graphics
    3. Design software
    4. The bid cover
    5. Bid design and page layout
  26. 21    Stating your price
    1. Components of price information
    2. Cost assumptions
    3. Payment
    4. Separate financial proposals
    5. Best practice in dealing with price
    6. Financial information in research bids
  27. 22    Electronic and hard-copy submission
    1. Electronic submission
    2. The submission process
    3. Hard-copy production
    4. Packaging and delivery
  28. 23    Understanding how clients evaluate tenders
    1. Evaluation criteria in public sector procurement
    2. Methods of evaluating bids
    3. Questions clients ask
    4. Learning from success and failure
    5. Evaluation of research proposals
  29. 24    Presentations to clients
    1. Planning and making the presentation
    2. Visual aids
    3. Pitfalls to avoid
  30. 25    True stories
    1. And the moral of these stories?
  31. Postscript: Tough talk from clients
  32. Index
  33. Copyright