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Strategic tendering for professional services [electronic resource]

By: Contributor(s): Language: English Publication details: London Kogan Page 2017Description: ebookISBN:
  • 9780749478520
Subject(s): LOC classification:
  • 692.5
Online resources:
Contents:
01: Introduction - Why use the Proposals Book? -- 02: To pitch or not to pitch? -- 03: What does the client want? -- 04: Planning to win -- 05: The procurement predicament -- 06: Smart pricing -- 07: Writing to win -- 08: Presenting to win -- 09: Following up and post pitch feedback -- 10: Tools and technology -- 11: There has to be a better way -- 12: Appendix: How to manage a billion dollar pitch
Summary: Drawing on insights from current pitch and proposal professionals and client-side procurement teams, this book provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process on best practice and strategies for success.

01: Introduction - Why use the Proposals Book? -- 02: To pitch or not to pitch? -- 03: What does the client want? -- 04: Planning to win -- 05: The procurement predicament -- 06: Smart pricing -- 07: Writing to win -- 08: Presenting to win -- 09: Following up and post pitch feedback -- 10: Tools and technology -- 11: There has to be a better way -- 12: Appendix: How to manage a billion dollar pitch

Drawing on insights from current pitch and proposal professionals and client-side procurement teams, this book provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process on best practice and strategies for success.