The book explains in detail the buying and selling life-cycle used in both the public and private business sectors, along with proven effective strategies for creating successful solicitations, bids, proposals and contracts, backed up by numerous case studies, interviews with recognized business professionals, and dozens of tips and best practices. Specific topics covered in the book include: understanding the entire buying & selling life-cycle; applying proven tools, techniques, and best practices to develop quality solicitation documents (request for proposal, request for quote, etc); how to develop an effective bid/no bid decision making process, including a comprehensive business case analysis and risk assessment; preparing best-in-class bids/proposals which meet or exceed customer requirements; understanding the contract negotiation process and proven best practices; mastering the art of oral presentation of proposals; and optimizing source selection planning and evaluation activities.
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Inside This Book
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First Sentence:
In both the public and private business sectors, buyers are far more knowledgeable about their rights, have higher expectations regarding the quality of products and services, have little tolerance for poor performance, are quick to change their minds, and frequenüy complain if they do not get what they want when they want it. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
proposal phase, proposal development, win strategy, source selection planning, pink team reviews, lead negotiator, sweet spot, competitor profile, action item register, technical response, risk mitigation plans, performance work statement, baseball arbitration, capture team, purchase spend, sales leader, solution architecture, escalation support, capture manager, section assignments, orals coach, noncompetitive contracting methods, source selection evaluation process, suggestions for significant improvement, contract administration policies Key Phrases - Capitalized Phrases (CAPs): (learn more)
Pre-Sales Activities, Seller Step, Federal Government, Selling Life-Cycle, Executive Summary, Buyer Step, Sour Spot, Proposal Reviews, Delivery Response, Pricing Response, Delivery Plan, Date Prepared, Worst Case Best Case, Straight Talk, United States, Statement of Objectives, Case Study, Pre Bid, Contractual Response, Business Cases, Opportunity Profile, Major Responsibilities, Red Team, Contract Management Magazine, Contracting Officer Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
In both the public and private business sectors, buyers are far more knowledgeable about their rights, have higher expectations regarding the quality of products and services, have little tolerance for poor performance, are quick to change their minds, and frequenüy complain if they do not get what they want when they want it. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
proposal phase, proposal development, win strategy, source selection planning, pink team reviews, lead negotiator, sweet spot, competitor profile, action item register, technical response, risk mitigation plans, performance work statement, baseball arbitration, capture team, purchase spend, sales leader, solution architecture, escalation support, capture manager, section assignments, orals coach, noncompetitive contracting methods, source selection evaluation process, suggestions for significant improvement, contract administration policies Key Phrases - Capitalized Phrases (CAPs): (learn more)
Pre-Sales Activities, Seller Step, Federal Government, Selling Life-Cycle, Executive Summary, Buyer Step, Sour Spot, Proposal Reviews, Delivery Response, Pricing Response, Delivery Plan, Date Prepared, Worst Case Best Case, Straight Talk, United States, Statement of Objectives, Case Study, Pre Bid, Contractual Response, Business Cases, Opportunity Profile, Major Responsibilities, Red Team, Contract Management Magazine, Contracting Officer Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
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