Table of Contents for Bids, Tenders and Proposals : Winning Business Through Best Practice


List of figures
ix
Preface to the fourth edition xi
Note on proposed new EU procurement rules xii
01 A bid to succeed
1(10)
About this book
1(1)
Guidelines to set you on course
2(4)
Developing skills in bid writing
6(1)
Market research and intelligence
7(4)
02 Bidding for public sector contracts
11(16)
The EU procurement framework
11(1)
Key aspects of the procurement regulations
12(9)
Outline of the procurement process
21(1)
Priorities for the public sector
21(3)
Bidding for project funding
24(3)
03 Tendering for the private sector
27(5)
Equal concern for value for money
27(5)
04 Bidding for research funding
32(6)
Tendering for EU-funded research
32(1)
Essential dos and don'ts
33(2)
Research council and government funding
35(2)
Bidding for Lottery research funding
37(1)
05 Tendering for international development contracts
38(6)
World Bank
40(3)
United Nations
43(1)
06 Pre-qualifying for tender opportunities
44(12)
Pre-qualification information
46(4)
Guidance to get you ahead
50(6)
07 Deciding whether or not to bid
56(11)
Issues to consider
56(9)
Risk assessment
65(2)
08 Analysing the tender documents
67(15)
Points for checklists
69(13)
09 Managing the bid
82(14)
Planning and coordination
82(4)
Document management and version control
86(2)
Programming production and delivery
88(1)
Checking bid quality
89(2)
Bringing together resources and inputs
91(2)
Using a bid development worksheet
93(1)
Maintaining bid records
93(3)
10 Talking to the client
96(4)
11 Bidding in partnership
100(7)
Guidelines for association
101(2)
Overseas bids: teaming up with local associates
103(4)
12 Thinking the work through
107(7)
Get the measure of the work
107(1)
Match technical content and price
108(1)
Recognize and manage risk
109(4)
Reduce the risk of contract failure
113(1)
13 Developing and writing the bid
114(19)
Structuring the bid
114(4)
Thinking different
118(1)
Commenting on the tender documents
118(1)
Bid letters
119(1)
Summarizing the bid
120(2)
Response matrix
122(1)
Bid development timeline
122(1)
Creating the text
122(6)
Editing the bid
128(5)
14 Explaining approach and method
133(10)
Writing method statements
134(3)
Structuring the work plan
137(6)
15 Focusing on contract management
143(11)
Team management and resources
144(3)
Management interface
147(4)
Quality management
151(3)
16 Defining outcomes and deliverables
154(5)
Contract deliverables
154(5)
17 Communicating added value
159(5)
18 Presenting CVs
164(11)
Management of CVs
164(2)
Standardizing CV format and structure
166(1)
Basic structure for CVs
167(7)
Resumes
174(1)
19 Describing professional experience
175(6)
Client references
175(1)
Project summaries
175(4)
Bringing experience to life
179(2)
20 Making good use of graphics
181(6)
Types of bid graphics
181(1)
Guidelines for effective graphics
182(2)
Design software
184(1)
The bid cover
185(1)
Bid design and page layout
185(2)
21 Stating your price
187(14)
Components of price information
187(5)
Cost assumptions
192(2)
Payment
194(1)
Separate financial proposals
195(1)
Best practice in dealing with price
196(3)
Financial information in research bids
199(2)
22 Electronic and hard-copy submission
201(6)
Electronic submission
201(1)
The submission process
202(2)
Hard-copy production
204(1)
Packaging and delivery
205(2)
23 Understanding how clients evaluate tenders
207(16)
Evaluation criteria in public sector procurement
207(3)
Methods of evaluating bids
210(4)
Questions clients ask
214(5)
Learning from success and failure
219(1)
Evaluation of research proposals
220(3)
24 Presentations to clients
223(5)
Planning and making the presentation
223(2)
Visual aids
225(1)
Pitfalls to avoid
226(2)
25 True stories
228(6)
And the moral of these stories?
232(2)
Postscript: Tough talk from clients 234(3)
Index 237