Bids, proposals and tenders : succeeding with effective by David Nickson

By David Nickson

This e-book is a must have advisor for an individual generating bids and suggestions starting from brief masking letters via to tenders for significant company or govt procurement. various mini case experiences and costs from experts are incorporated. revenues, advertising and marketing, undertaking and technical employees will all reap the benefits of examining the publication and holding a replica on their cabinets for reference. it's also worthy for company scholars in any respect degrees. Contents comprise: The paintings of suggestion Writing; The suggestion Lifecycle; Presentation and structure; modifying and Reviewing; Getting details from specialists; company and consumer tradition; Writing proposals in the OJEC/OJEU procurement process.

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Proposals have two primary functions: to define the offer and the reward for supplying it – what is being delivered and how much it will cost; to persuade the recipients that they want to accept the offer – this is the selling part. Put simply, the functions are to define and to persuade. CASE STUDY: DEFINING Company B had an unpleasant experience. It had successfully offered to supply and install a number of desktop computers for a fixed price to a UK-wide travel business. Essentially the job was to install preconfigured systems, with both normal PC office applications and the client’s own reservation and information system, in all of its offices.

In fact successful organisations are ahead of the game here. They use their market knowledge and customer relationships so as to be aware of bids and what they are likely to cover before the news reaches the wider world; they know about the bid and influence it before it is issued to a general audience. Further, they are aware of trends in their market and anticipate the type of knowledge that is becoming sought after, and they create material to support bids continuously. They use this (horrible jargon word coming up) ‘sales collateral’ to support their bids and have it in place before they start the response.

The improvement in the quality of the responses for a relatively small amount of review effort was impressive. The key point is that writing for bids is not hard, but it may be a different way of writing and expressing material for many specialists, and requires at least a nudge. CB is now a first-rate bid writer – a double-edged sword, since she would sometimes like to spend less time in that role. Despite that, we have stayed friends ever since – a bonus for me. DEFINITIONS There are numerous special words, acronyms and phrases used in the procurement world.

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