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Download Bids, tenders & proposals : winning business through best by Harold Lewis PDF

By Harold Lewis

This targeted e-book is a pragmatic consultant to successful contracts and investment via aggressive bids, tenders and recommendations. Written in a crisp, available kind utilizing examples and checklists, it explains how you can create bids which are impressive in either technical caliber and price for cash. This totally up-to-date 3rd version extends the scope and content material of the e-book to make it a good extra precious and functional advisor to Read more...

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Sample text

When they take these decisions they have a lot at stake professionally. Their futures in the group can depend on the way their contracts work out. Managers like contractors who make their life easier, not contractors who cause them problems. No one wants to be seen as a manager who lets contracts run out of control. So we look for contractors who understand the way we work and the importance we attach to efficient delivery. The worst thing contractors can do is to fill their bids with nice words and brave promises but then fail to deliver.

Clients prefer by and large to use standardized forms so as to obtain a consistent basis for the comparison and assessment of information. Where expressions of interest are requested, the structure and content of the document will normally be defined by the client, who may also set a limit on its length – eg ‘10 pages of A4 with a minimum font size of 11pt’. Clients other than public sector authorities may choose sometimes to telescope pre-qualification and tendering into a single process, so that the tenderer’s answers to a series of pre-qualification questions form the initial part of the tender document.

N Applicants often fail to respond adequately to the guidance they are given. Ask yourself why the organization wants information presented in a particular way, why it attaches importance to a particular aspect of the research. Just repeating phrases from the guidance will not be sufficient: you have to put flesh on your ideas and communicate depth not superficiality. n Remember that you are competing for funding, not simply applying to do the research. Think about the strategic priorities of the organization, and explain why its involvement is necessary.

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