By Harold Lewis
A pragmatic advisor to successful contracts and investment via aggressive bids, tenders and recommendations. utilizing examples and checklists, it explains how one can create bids which are extraordinary in either technical caliber and cost for cash.
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Extra resources for Bids, Tenders and Proposals: Winning Business Through Best Practice
Among the detailed information are there items you can use to your advantage or that suggest key messages you should develop in the text of the bid? Are there other items that hint at possible weaknesses on your part and disadvantages that you need to counter? Competencies, qualifications, experience, team composition and logistics • Are there pointers to the professional strengths and competencies that the client regards as essential to the success of the work? • Do you have an indication of the number of people the client would expect to do the work and their professional backgrounds?
The profusion of information on the Internet and the ability to access it instantly are factors we take for granted. A search through Web sites can deliver to your computer far more data than you could obtain in the time by any other means. The range, relevance and quality of this information and your capacity to apply it usefully in the bid are quite different matters. ). Web browsers and search engines are essential tools in background research. See whether the client has a Web site, examine related sites, print off information relevant to the project and assess its implications for the development of your bid - but, again, be careful not to feed back to clients their own material.
An essential part of this test is seeing which, if any, of the bidders has a really perceptive understanding of the client's situation and requirements, and can offer fresh ideas and creativity. In a competitive arena it is not in the client's interests to do the bidders' thinking for them. It is unreasonable to expect the client to tell you everything there is to know about the context of the work: you have to contribute research and intelligence of your own. The client's specification should be regarded as the minimum that bidders are expected to know.