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The Winning Bid

Book Description

The Winning Bid is an easy-to-read practical guide which will teach the reader how to think like a professional bid manager. It gives essential advice on, amongst other things: PQQs and bid readiness, GIVE analysis, competitor analysis, grantwriting and funding bids best practice, freedom of Information as a research and continual improvement tool, a view from the buyer's side - featuring feedback from buyers on their experiences of being on the receiving end of bids, measuring bid performance over time, virtual team management, sharing bid best practice with other Bid Managers through APMP membership and accreditation, LinkedIn groups, the new Cabinet Office feedback channel. It will appeal to anyone engaged in bidding activity, from the bid novice to professional bid managers.

Table of Contents

  1. Cover page
  2. Title page
  3. Imprint
  4. Dedication
  5. Table of contents
  6. Foreword
  7. Acknowledgements
  8. Introduction
    1. Bid jargon explained – what it all means
  9. 01 Bid basics: The fundamental things you need to know
    1. The evolution of bidding
    2. Bid myths – truth or fiction?
    3. Skills analysis – what it takes to win a bid
  10. 02 Where to look for bidding opportunities
    1. Finding public sector opportunities
    2. Finding private sector opportunities
  11. 03 Pre-qualifying for tenders: The first hurdle
    1. Public sector pre-qualification
    2. Private sector shortlisting
  12. 04 The decision to bid
    1. Factors that should affect your decision to bid
    2. Weighing it all up and making the big decision
  13. 05 Keeping on track: Where to start and how to finish
    1. Getting started on your bid
    2. Project-managing your bid
    3. Formatting and populating the document
    4. Submitting on time
  14. 06 What to write and how to write it
    1. The kick-off meeting – turning ideas into an action plan
    2. Preparing a winning executive summary
    3. Creating the content for your bid
  15. 07 How much? Pricing your proposition
    1. Budget
    2. Price
    3. Value
    4. The pricing balancing act
    5. Participating in e-auctions
  16. 08 The case for case studies
    1. Choosing the right case studies
    2. How to present case studies in your bid
    3. What if? (Making the best of what you’ve got)
    4. References
  17. 09 It’s good to talk: Influencing and persuading throughout the process
    1. Understanding your starting position
    2. Building understanding and influencing the buyer and other stakeholder groups
    3. The face-to-face session: preparing for the final presentation
  18. 10 And the winner is... (What happens after the decision is made)
    1. How winners and losers are notified
    2. Learning lessons for future bids
    3. Creating a knowledge base for future bids
    4. Measuring your bid performance over time
  19. 11 A view from the other side: The buyer’s perspective
    1. A (very) brief history of tendering procurement
    2. The process of procurement – how it happens today
    3. What buyers would like to say to bidders
    4. The feedback I give to buyers
  20. 12 External funding bids and grant applications: Applying bid best practice in not-for-profit competitions
    1. Types of grants/funding
    2. Finding funding sources
    3. Deciding which funds to bid for
    4. Managing the bidding or application process
  21. 13 Proposals: Using bid writing skills in proactive selling processes
    1. What is a proposal?
    2. How to construct an effective proposal
    3. Presentation and delivery of your proposal
    4. Follow-up
  22. 14 The golden rules of bidding: Things I wish I’d known when I wrote my first bid
  23. 15 Based on a true story... the good, the bad and the ugly: Real-life examples from the world of bids
    1. The good – the London 2012 Olympic bid
    2. The bad – techniques to avoid
    3. The ugly – how not to do it
  24. References, further reading and resources
    1. Books
    2. Government publications
    3. Electronic sources
    4. Other resources
  25. Index
  26. Full imprint