Customer Reviews

Successful Proposal Strategies for Small Businesses: Winning Government, Private Sector, and International Contracts (Artech House Technology Management and Professional Development Library)

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To set expectations this book is heavily slanted towards winning Government business. It is also applicable to large businesses as well as small ones. That said, the information in this unique book can be effectively used by consultants and companies intent on competing for commercial contracts. I am fortunate because I have experience in Government contracting (on both sides of the fence - writing RFPs and evaluating responses when I was a member of DoD, and responding to RFPs when I was in the DoD contracting industry), and in the commercial world where I have been working as a consultant since 1988. From my vantage point I see the value of this book as advice and guidelines for developing effective proposal strategies regardless of whether you are competing for Government or commercial business.

I have used this book as a ready reference since the first edition was published in 1997. This second edition reflects a major update to the original book in that the proposal management tools in the first edition were woefully out of date and the focus was not on some of the Government opportunities for small business, such as Small Business Innovative Research (SBIR)that require a tailored proposal strategy. The second edition also addresses new Government initiatives for e-business and a plethora of other topics that were not present in the first edition.

If you are competing for Government business this is the most complete, accurate book I know of that covers the RFP-Proposal-Negotiation-Award process. Short of memorizing the FAR (Federal Acquisition Regulations), amassing years of proposal writing experience, and gaining the wisdom of knowing what works and what doesn't you will not find a more concise guide to the process. Also, you will benefit greatly from the wealth of tips and pointers that the author provides from his own extensive experience. If you are in the DoD contracting business, regardless of business size, I cannot overemphasize this book's value when it comes to cutting through the maze and providing a clear roadmap. If you are a proposal or capture manager I strongly recommend that you get a copy for every member of your team.

For the book's readers who are in the commercial sector the approach outlined in this book will add process and structure to your proposal writing efforts. The rigorous requirements imposed by the Government are too often lacking in the commercial process, which results in sloppy proposals that meander around issues and miss important client requirements. Also, because the proposal development process can be as large a task in the commercial sector, managing it can be a nightmare without a well thought out strategy for ensuring that all of the "t"s are crossed and "i"s dotted. The approach in this book practically hands you a ready-made process that you can apply to proposal development. This process will not only improve your ability to respond quickly and accurately to RFPs, but do so in an efficient manner. The result will be a significant competitive advantage.

For both sets of readers I think some of the advice, such as using the proposal as a marketing tool as well as a due-diligence instrument for responding to RFPs is excellent. For example, the author emphasizes backing up responses with examples to demonstrate claims. This is a powerful technique that I have used repeatedly to good advantage. It goes a long way towards assuaging client concerns about capabilities versus empty claims, and will turn a proposal that is merely responsive into one that is compelling.

Other things that make this book extremely valuable include the CD ROM of checklists and templates, and the numerous examples from the author's past proposals.

In my opinion this is the best book available for proposal development, and the only one that fully addresses every aspect of managing the proposal process for Government business. It should be on the shelf of anyone who responds to RFPs, and in the library of every company that does Government or commercial contracting.

Successful Proposal Strategies for Small Businesses is a MUST-READ for anyone involved in the government contracting procurement cycle. Everyone from the technical level manager in business and government to the owners of businesses and top level government managers should have a working knowledge of the information presented in this book. Specific key people who should use this book as a technical reference are:
1. all business development staff in private industry
2. technical managers in both industry and government
3. all technical publications staff
4. all government buyers, and procurement staff: including technical officers, source selection officers and source selection board and committee members.

The business development principles illuminated in this book apply equally when businesses sell to and buy from other businesses.

Moreover, I would like to see a companion periodical publication, a CD-ROM or a newsletter, that updates the rapidly changing technological and regulatory aspects of the book. Subscribers to such a service would include all full-time business development and government procurement staff.

The book's style is that of a successful proposal. The book, as the successful proposals discussed by Mr. Frey, is an effective sales document as well as en extremely informative technical reference. The key strengths of this work are its completeness and depth. Mr. Frey provides us with a broad overview of the procurement process presented from the perspective of the business developer. The book clearly shows how the various members of a small business organization should interact to produce a successful business development effort.

At each stage of the business development process the book describes all of the necessary steps to a winning proposal. Detailed schedules, document templates, document samples and examples clearly illustrate every critical step required for planning and executing a successful proposal effort. The book presents all aspects of proposal writing including the development and use of themes, illustrations, style, and even the physical production and delivery of the proposal have in a "user friendly" manner. Mr. Frey's system of handling acronyms and his implementation of the glossary are extremely valuable to the reader. The completeness of the acronym list alone is, in my view, worth more than the price of the book.

Two key concepts developed throughout the book are: the concept of proposals as sales documents, and the critical requirement for solid and continuous upper management's support of the business and proposal development process.

Private companies, both small and large, will find this book invaluable as the blueprint for establishing, and implementing their business development infrastructures.

Don't let the trade price of this book deter you. Mr. Frey analyzes every aspect of the RFP-proposal process, and he includes a storehouse of resources to place you at a competitive advantage. No other book even comes close.

Robert Frey has done proposal writers a great service by compiling in one volume the disparate information required to navigate the proposal process. Although the emphasis is on small business, most of the material applies equally well to "big" business and large proposals. He not only covers the usual topics of writing and production, but explains the myriad government regulations (it must have taken courage to attempt this!) and legal and financial issues proposal teams must address. Quibbles include the too-brief discussions of multiple-company proposal teams (becoming more and more common) and the respective roles and responsibilities of the acquisition manager, the proposal manager, and the proposed project manager (although for small companies they are just as likely to be one and the same). In addition to its usefulness as a reference, Frey has infused his book with many practical, real-world suggestions that are certain to improve any proposal. On that basis alone, I cannot recommend this book to any future competitor!

Mr. Frey's book covers the full lifecycle for capturing new business. He provides a clear strategy for identification and qualification of "winnable" opportunities,and a section-by-section cookbook for how to plan for and create a winning proposal. In our case, we have successfully applied the processes and guidelines found in this book to position us for capture of over $30,000,000 of new small business competitive Government contracts. This is good stuff!

Winning proposals and new work are the lifeblood of any business. Bob Frey has provided the business development and project management communities with a winning, working reference. Technical project managers and task leaders will benefit from a fuller understanding of the close relationship between outstanding contract performance and proposal awards. From philosophy to tools, this well-balanced book (and accompanying CD for quick-search) provides the organizational structure, choreographed processes, and in-the-trenches tips for successfully building and fueling a quality enterprise.

In the competitive consulting marketplace there is a "banquet" of work available for companies that know how to prepare winning proposals. For companies that don't have a "full plate" there are many opportunities. Bob Frey's book on successful proposal strategies will be of great value for those that may have been "squeezed out of the serving line" regardless of business size.

With the passage of new federal legislation such as the Transportation Equity Act for the 21st Century (TEA-21), social concerns regarding a "sustainable" environment, and evolving regulations and funding for domestic water and brownfields, there is a crucial need for consultants to cost effectively prepare winning proposals. Mr. Frey illustrates the close relationship between the procurement cycle and winning. Regardless of whether a firm is competing in the federal procurement marketplace, or in the industrial / private arena, a winning proposal is everything.

From the vantage point of a director of marketing communications, proposal development and training at an international consulting firm, Bob Frey clearly explains and illustrates the roadmap from initial client marketing, to innovative proposal packaging, to winning. The appendices provide a wealth of sources of information as well as templates to capture important information. Selling staff expertise, corporate experience, and client solutions are key elements of proposal preparation for which this book provides clear, concise guidance. The book's bottom line is creating "winning proposals."

Robert Frey's book should be required reading for anyone who wants to grow their company in this competitive world. The writing is clear and needed information easy to find. As a Proposal Consultant (visit our web site at http://www.lenduffy.com), I learned valuable information, techniques and sources of information each time I read the book. The order of presentation provides information, processes, and techniques in a logical manner. The Best proposal book I've encountered

This book should be on the shelves of every small business competing for government contracts. Starting from the marketing process and continuing through submission of a Best and Final Offer (BAFO), Frey leads the business developer through every stage of the proposal life cycle. It is an invaluable reference for every proposal manager with its examples of proposal storyboards, resources for marketing information, review team checklists, and other nuggets

Worth every penny. If you do proposal work, this is your bible. Newer version out there, I keep this at home and newer version at work.