Bids, Tenders and Proposals: Winning Business through Best Practice (Bids, Tenders & Proposals: Winning Business Through Best)

Chapter 1: A Bid to Succeed

Figure 1.1: Generalized Summary of Bidding Process

Chapter 2: Bidding for Public Sector Contracts

Figure 2.1: Steps in a Typical Local Authority Procurement Process for Services or Consultancy

Chapter 3: Tendering for the Private Sector

Figure 3.1: Typical Decision-Making Structure in Corporate Procurement

Chapter 4: Bidding for Research Funding

Figure 4.1: Outline of the Bidding Process for EU Research Funding Source— Manual of Proposal Evaluation Procedures

Chapter 8: Managing the Bid

Figure 8.1: Bid Management Responsibilities

Figure 8.2: Detail of a Bid Development Worksheet

Figure 8.3: Outline of a Bid Record, Showing Principal Categories of Information

Figure 8.4: Bid Development Checklist

Chapter 12: Developing and Writing the Bid

Figure 12.1: Example of a bid introduction

Figure 12.2: Detail of a matrix of team experience

Figure 12.3: Detail of a bid response matrix

Figure 12.4: Example of a Bid Letter

Chapter 13: Explaining Approach and Methodology

Figure 13.1: Example of a Structural Basis for a Technical Approach Section

Figure 13.2: Opening Paragraphs of a Technical Approach Section

Figure 13.3: Principle of a Work Plan Analysis

Figure 13.4: Team Member—Example of Outline of Technical Responsibilities and Resume

Chapter 16: Communicating Added Value

Figure 16.1: Adding Value by Promising More

Chapter 17: Presenting CVs

Figure 17.1: First Page of a CV Showing Recommended Style

Figure 17.2: Example of an Experience Matrix

Chapter 19: Using Graphics in the Bid

Figure 19.1: Use of Thumbnail Sketches

Chapter 20: Stating Your Price

Figure 20.1: Example of the Introductory Paragraphs of a Separate Financial Proposal

Chapter 22: Understanding How Clients Evaluate Tenders

Figure 22.1: Example of a Technical Evaluation Matrix

Chapter 24: Do Your Own Tender Auditing

Figure 24.1: Outline of Auditing Procedure

Figure 24.2: Example of Audit Parameter Scoring

Figure 24.3: Example of a Summary of Audit Parameter Scores