ISBN 9780749460662,Bid Management : Create winning bids, proposals and funding applications, Find new opportunities, Beat the Competitio

Bid Management : Create winning bids, proposals and funding applications, Find new opportunities, Beat the Competitio


Emma Jaques


Kogan Page Ltd



Kogan Page Ltd

Publication Year 2011

ISBN 9780749460662

ISBN-10 0749460660

Paper Back

Number of Pages 224 Pages
Language (English)

Business & management

While it is becoming increasingly common for contracts to be awarded through formal procurement processes, smaller businesses could be missing out. But with the right skills and confidence, there's no reason not to take advantage of this potentially lucrative route to market.

Bid Management is a no-nonsense, practical guide that will teach the reader how to think like a professional bid manager. It covers the basics of how to find opportunities, understanding the rules of the game and how to get to know customers. It also gives essential advice on:

how to compete with other bidders
presenting a deliverable and profitable bid
project managing a bid
working out a winning pricing strategy
using the final presentation to clinch the deal

With an insightful interview with the Director behind the London 2012 Olympic bid, Bid Management uncovers the myths of bidding and teaches all the skills you need to win new clients and retain existing ones through formal tender processes.

About the Author
Emma Jaques is a Practitioner member of the Association of Proposal Management and has over 20 years of B2B experience. She has led teams tasked with designing programmes for organizations such as O2, Sainsbury's, the Environment Agency, the Department for Work and Pensions, RSPCA and British Gas and has a personal win rate of over 60 per cent.

Table of Contents
Part 1: Understanding today's task - bid management
Why do I need to bid
Bid myths - truth or fiction?
Where to look for bidding opportunities
Skills analysis - what it takes to win a bid
Part 2: Pre-qualification and the decision to bid
Expressing interest and submitting a pre-qualification questionnaire
Factors that should affect your decision to bid
Weighing it all up and making the big decision
Part 3: Keeping on track: where to start and how to finish
Getting started on your bid
Part 4: What to write and how to write it
The kick-off meeting - turning ideas into an action plan
Preparing a winning Executive Summary
Creating the content for your bid
Part 5: How much? Pricing your proposition
The pricing balancing act
Participating in e-auctions
Part6: The case for case studies
Choosing the right case studies
How to present case studies in your bid
What if? (making the best of what you've got)
Part 7: Based on a true story... the Good, the Bad and the Ugly: real-life examples from the world of bids
The good
The bad
....And the ugly
Part 8: It's good to talk - Influencing and persuading throughout the process
Understanding your starting position
Building understanding with the buyer and other stakeholders group
Part 9: And the winner is... (what happens after the decision is made)
How winners and losers are notified
Feedback - using your experiences to improve
Creating a knowledge base for future bids
Part 10: External funding bids and grant applications: applying bid best practice in not-for-profit competitions
Types of grants and funding
Finding funding sources
Deciding which funds to bid for
Preparing the case to bid
Managing the bidding or application process
Part 11: Proposals - using bid writing skills in proactive selling processes
What is a proposal?
How to construct an effective proposal
Presentation and delivery of your proposal
Follow up
Part 12: The golden rules of bidding: things I wish I'd known when I wrote my first bid
Look for opportunity
Don't bid for everything
See things from the buyer's perspective
Prepare your bid theme and Executive Summary first
Look for showstoppers and important topics
Answer all the questions
Answer all the question the buyer is actually asking
Engage, influence and persuade
Ascertain your price and know its value
Follow the buyer's rule
Use case studies to reassure the buyer of your capability
Be organized
Learn and improve