Bids, Tenders, & Proposals: Winning Business Through Best by Harold Lewis

By Harold Lewis

* large scope - covers all facets of gentle writing for public area, deepest region and study investment * specialist counsel from a expert who has written over 2 hundred winning tenders and suggestions * hugely useful strategy - according to examples drawn from real bids and tenders With a growing number of firms selecting "preferred provider" lists, bids and tenders became a truth of commercial existence. For the small or medium sized company with out a expert bids-and-tenders workforce, the examine unit, or the college crew, bid education can take nice quantities of senior administration time. this is the place this e-book is available in: useful and written in an obtainable sort, it makes use of examples and checklists to give an explanation for how one can create bids which are remarkable in either technical caliber and price for cash, bids that stand a great opportunity of being profitable. Lewis offers "best-practice" suggestion on each step within the strategy, together with: Bidding for public region contracts; tendering for the non-public quarter and for examine tasks; interpreting purchaser standards; dealing with, resourcing and getting to know the bid; constructing and writing the bid; defining outputs and deliverables; speaking further price; describing expert event; generating and filing tenders; declaring the fee; figuring out smooth overview; and making displays.

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If you have any doubts, please consult the Infodesk of the programme concerned. 15. Use the Internet. Good Internet access is particularly useful for any applicant under the Framework Programme; the CORDIS Web site offers direct, continually updated and partially multilingual access to all useful documents, information and services. However, you do not have to use the Internet. All the documents and information can be obtained through more conventional means such as fax, telephone and mail. (from the EC publication Participating in the European Research Programmes: Guide for applicants under the Fifth Framework Programme) 35 Bids, tenders and proposals RESEARCH COUNCIL AND GOVERNMENT FUNDING Together, the research and development procurement programmes of the research councils and government departments are estimated to have an annual value of some £1 billion.

Workload and personnel implications • • • • • • • Is the contract likely to involve you in risks that you are unable to accept, to manage or to transfer to the client? Does the client’s view of the work rest on dubious assumptions? How does the proposed time frame relate to your existing work and other business opportunities? What impact would it have on the performance of your other contracts and your ability to field key staff? What is the current state of your workload? Do you need the contract to keep your staff not just employed but chargeable, or are they fully committed to other work?

Don’t be dismayed by the length of these checklists. Not every question will need to be asked in every case. The lists are detailed because they aim to cover points that can be relevant to a broad range of bid opportunities, whether for the public or the private sector, in the UK or overseas. The competitive situation • • 46 Is there a real prospect of a contract? Do you have reason to believe that the client may not award a contract but intends to do the work inhouse, taking advantage of whatever good ideas the bids may contain?

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