Additional Information
Book Details
Abstract
This book is a must-have for anyone producing bids and proposals ranging from short covering letters through to tenders for major corporate or government procurement. Sales, marketing, project and technical staff will all benefit from reading the book and keeping a copy on their shelves for reference. It is also useful for business students at all levels. Contents include: The Art of Proposal Writing; The Proposal Lifecycle; Presentation and Format; Corporate and Client Culture.
This book is an excellent guide on how to approach proposal writing.
Viv Green
This book is a must-have guide for anyone producing bids and proposals ranging from short covering letters through to tenders for major corporate or government procurement. Numerous mini case studies and quotes from specialists are included. Sales, marketing, project and technical staff will all benefit from reading the book and keeping a copy on their shelves for reference. It is also useful for business students at all levels. Contents include: The Art of Proposal Writing; The Proposal Lifecycle; Presentation and Format; Editing and Reviewing; Getting Information from Experts; Corporate and Client Culture; Writing proposals within the OJEC/OJEU procurement system.
Well structured, easy to understand and follow, and full of practical advice written in the style David advocates, this book should be a mandatory read for anyone contributing to a proposal, regardless of their role, experience or background. An essential read!
Chris Whyatt
The author has managed, written and reviewed bids to both the private and public sectors including: General Motors, the MoD, and the Cabinet Office. He also has extensive experience as a project manager and has over 200 magazine and journal articles to his name along with several books. He is currently Director of Astar Computers Ltd.
Table of Contents
| Section Title | Page | Action | Price |
|---|---|---|---|
| Cover | Cover | ||
| Copyright | iv | ||
| CONTENTS | vii | ||
| LIST OF FIGURES AND TABLES | ix | ||
| AUTHOR | x | ||
| FOREWORD | xi | ||
| ACKNOWLEDGEMENTS | xii | ||
| GLOSSARY OF TENDER TERMS | xiii | ||
| 1 INTRODUCTION | 1 | ||
| DEFINITIONS | 2 | ||
| WHO THIS BOOK IS FOR | 2 | ||
| HOW IT HAS BEEN WRITTEN | 3 | ||
| WHAT IT DOESN’T INCLUDE | 3 | ||
| HOW TO USE THIS BOOK | 3 | ||
| CHAPTER SUMMARIES | 4 | ||
| 2 WHAT IS A PROPOSAL? | 7 | ||
| INTRODUCTION | 7 | ||
| CONTEXT | 9 | ||
| ARE THEY REALLY HARD TO DO? | 11 | ||
| MANAGING BIDS | 12 | ||
| SUMMARY | 16 | ||
| 3 PREPARING TO WRITE | 17 | ||
| INTRODUCTION | 17 | ||
| BACKGROUND | 17 | ||
| WRITING – THE BASICS | 22 | ||
| SUMMARY | 25 | ||
| 4 PROPOSAL WRITING | 26 | ||
| INTRODUCTION | 26 | ||
| BACKGROUND | 27 | ||
| WRITING FOR PROPOSALS | 28 | ||
| SALES THEMES, STRAPLINES AND BRANDING | 32 | ||
| PRESENTING FINANCIAL INFORMATION | 35 | ||
| SUMMARIES | 41 | ||
| CVs | 47 | ||
| CASE STUDIES AND REFERENCES | 48 | ||
| LEGAL CONSIDERATIONS | 50 | ||
| WRITING CHECKLIST – A SAMPLE STYLE GUIDE | 50 | ||
| 5 GETTING INFORMATION FROM EXPERTS | 53 | ||
| INTRODUCTION | 53 | ||
| SPECIALISTS AND EXPERTS INVOLVED | 53 | ||
| STRATEGIES FOR GETTING INFORMATION | 58 | ||
| SUMMARY | 65 | ||
| 6 EDITING AND REVIEWING | 66 | ||
| INTRODUCTION | 66 | ||
| EDITORIAL WORK | 67 | ||
| PREPARING MATERIAL FOR PRESENTATIONS | 76 | ||
| SOFTWARE TOOLS | 78 | ||
| SUMMARY | 79 | ||
| 7 SUPPLIER AND CLIENT CULTURE | 81 | ||
| INTRODUCTION | 81 | ||
| ORGANISATIONAL CULTURE | 83 | ||
| ORGANISATION CHECKLIST | 84 | ||
| CULTURE AND LANGUAGE | 86 | ||
| MARKET SECTORS | 87 | ||
| CHECKLIST: COMPARING SUPPLIER AND CLIENT CULTURES | 90 | ||
| 8 OJEU PROPOSALS | 92 | ||
| INTRODUCTION | 92 | ||
| THE OJEU PROCUREMENT PROCESS | 94 | ||
| OTHER OJEU PROCUREMENT PROCESSES | 98 | ||
| SOME OJEU TERMS AND ACRONYMS | 99 | ||
| 9 PRESENTATION AND FORMAT | 101 | ||
| INTRODUCTION | 101 | ||
| LAYOUT, DESIGN AND PRESENTATION | 102 | ||
| USING A STYLE GUIDE | 108 | ||
| MAKING IT LOOK GOOD | 109 | ||
| APPENDIX A – TEMPLATE PAGES | 111 | ||
| APPENDIX B – CHECKLISTS | 114 | ||
| WRITING CHECKLIST – A SAMPLE STYLE GUIDE | 115 | ||
| EDITING CHECKLIST | 116 | ||
| CHECKLIST: COMPARING SUPPLIER AND CLIENT CULTURES | 117 | ||
| FURTHER READING | 118 | ||
| BOOKS AND OTHER PRINTED SOURCES | 118 | ||
| INTERNET RESOURCES | 120 | ||
| INDEX | 122 | ||
| Back Cover | 124 |