Helps readers to enhance the probability of success in winning bids at the desired margins and to set up and run effectively a bid management team. This book leads readers through various stages of planning for, producing and delivering a bid. It also offers advice on the use of bid management software and the bid review process.
Helps readers to enhance the probability of success in winning bids at the desired margins and to set up and run effectively a bid management team. This book leads readers through various stages of planning for, producing and delivering a bid. It also offers advice on the use of bid management software and the bid review process.
David Nickson has managed and contributed to major bids to both the private and the public sector, including government departments, local authorities, multi-nationals, the media, charities and service suppliers. Within this arena he has worked as a manager, consultant, methodology developer and trainer.
Inhaltsangabe
Contents: Introduction: What is a bid? Why do we do them? Structure. Bid Management: Summary Roles and Responsibilities: Why have roles and responsibilities? Role of the bid manager Context Responsibilities of a bid manager Example job description Summary Internal vs. external bid managers Case study Checklist. Methods and Approaches: Bid brief Reviews Information technology Formal methods and standards Case study Checklist. Risk Management: Risk management - a potted guide Sample risk for bids Example bid risk plan Risk as a deliverable Case study Checklist. Administration and Logistics: Bid file Documentation Distribution Confidential information Risk register(s) Back-up policies Meetings Resources Case study Checklist. Planning: Timetable Deliverables Activities Dependencies Resources Costing Sample plan Change Case study Checklist. Writing and Editorial: Summary. Writing Skills: The basics Fact, feature and benefit Writing styles Writing a (management) summary Annexes and appendices Plain English Covering letter Proofreading Case study Checklist. Editorial Skills: The basics Templates Tracking changes Style(s) The details Proofreading Presentations Case study Checklist. Layout and Presentation: Suggested guidelines Bid documents Presentation material Style guide Case study Checklist. Personal Skills: Summary. Communication: Theory into practice Basic skills Meetings Presentations Written communication Case study Checklist. Teams: The generic bid team The life cycle of a team Team roles and composition Subcontractors and partners Communication within a team Conflict Group think Case study Checklist. Negotiation: Negotiation cycle Negotiable items Negotiation strategies Exploring within a discussion Closing a negotiation Case study Checklist. Sales: Sales awareness Risk register as a sales tool SWOT analysis SWOT example Sales themes and the bid brief Client interaction Qualifying the client/bid Culture and environment Case study Costing Pricing Case study Checklist Appendix: Bid brief template Glossary Additional reading Index. CONTENTS FOR REVISED EDITION SUPPLEMENT: Introduction Part one - Bid Management. Part two - Writing and editorial. Part three - Personal Skills appendix of new materials - Answer the question (ATQ) and Answer the question only (ATQO) Sales themes and executive summaries Supporting technology Model answers Using professional authors/editors Review processes Bid writers reference card. Glossary Index.
List of Figures, 1. Introduction, Part 1: Bid Management, 2. Roles and Responsibilities, 3. Methods and Approaches, 4. Risk Management, 5. Administration and Logistics, 6. Planning, Part 2: Writing and Editorial, 7. Writing Skills, 8. Editorial Skills, 9. Layout and Presentation, Part 3: Personal Skills, 10. Communication, 11. Teams, 12. Negotiation, 13. Sales, Appendix: Bid Brief Template, Glossary, Additional Reading, Index
Contents: Introduction: What is a bid? Why do we do them? Structure. Bid Management: Summary Roles and Responsibilities: Why have roles and responsibilities? Role of the bid manager Context Responsibilities of a bid manager Example job description Summary Internal vs. external bid managers Case study Checklist. Methods and Approaches: Bid brief Reviews Information technology Formal methods and standards Case study Checklist. Risk Management: Risk management - a potted guide Sample risk for bids Example bid risk plan Risk as a deliverable Case study Checklist. Administration and Logistics: Bid file Documentation Distribution Confidential information Risk register(s) Back-up policies Meetings Resources Case study Checklist. Planning: Timetable Deliverables Activities Dependencies Resources Costing Sample plan Change Case study Checklist. Writing and Editorial: Summary. Writing Skills: The basics Fact, feature and benefit Writing styles Writing a (management) summary Annexes and appendices Plain English Covering letter Proofreading Case study Checklist. Editorial Skills: The basics Templates Tracking changes Style(s) The details Proofreading Presentations Case study Checklist. Layout and Presentation: Suggested guidelines Bid documents Presentation material Style guide Case study Checklist. Personal Skills: Summary. Communication: Theory into practice Basic skills Meetings Presentations Written communication Case study Checklist. Teams: The generic bid team The life cycle of a team Team roles and composition Subcontractors and partners Communication within a team Conflict Group think Case study Checklist. Negotiation: Negotiation cycle Negotiable items Negotiation strategies Exploring within a discussion Closing a negotiation Case study Checklist. Sales: Sales awareness Risk register as a sales tool SWOT analysis SWOT example Sales themes and the bid brief Client interaction Qualifying the client/bid Culture and environment Case study Costing Pricing Case study Checklist Appendix: Bid brief template Glossary Additional reading Index. CONTENTS FOR REVISED EDITION SUPPLEMENT: Introduction Part one - Bid Management. Part two - Writing and editorial. Part three - Personal Skills appendix of new materials - Answer the question (ATQ) and Answer the question only (ATQO) Sales themes and executive summaries Supporting technology Model answers Using professional authors/editors Review processes Bid writers reference card. Glossary Index.
List of Figures, 1. Introduction, Part 1: Bid Management, 2. Roles and Responsibilities, 3. Methods and Approaches, 4. Risk Management, 5. Administration and Logistics, 6. Planning, Part 2: Writing and Editorial, 7. Writing Skills, 8. Editorial Skills, 9. Layout and Presentation, Part 3: Personal Skills, 10. Communication, 11. Teams, 12. Negotiation, 13. Sales, Appendix: Bid Brief Template, Glossary, Additional Reading, Index
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