The Winning Bid: A Practical Guide to Successful Bid Management

  • 4h 20m
  • Emma Jaques
  • Kogan Page
  • 2013

The Winning Bid is an easy-to-read practical guide that teaches small business entrepreneurs, B2B contractors, account executives, contract managers and non-profits seeking grants how to think like professional bid managers. It explains key skills for bid professionals, such as getting to know a customer, competing with other bidders and landing the deal. Jaques also offers a unique view from the buyer's side -- featuring feedback from buyers on their experiences of being on the receiving end of bids.

Ideal for anyone engaged in bidding activity, from the bid novice to the professional bid manager, The Winning Bid gives essential advice on: Pre-qualification Questionnaires and bid readiness, GIVE analysis, competitor analysis, grant writing and funding bids, freedom of information as a research and continual improvement tool and measurement of bid performance over time.

About the Author

Emma Jaques is a member of the Association of Proposal Management, and she has led teams tasked with designing programs for British organizations and has a personal win rate of over 60%.

In this Book

  • Bid Basics: The Fundamental Things You Need to Know
  • Where to Look for Bidding Opportunities
  • Pre-qualifying for Tenders: The First Hurdle
  • The Decision to Bid
  • Keeping on Track: Where to Start and How to Finish
  • What to Write and How to Write it
  • How Much? Pricing Your Proposition
  • The Case for Case Studies
  • It's Good to Talk: Influencing and Persuading Throughout the Process
  • And the Winner is… (What Happens After the Decision is Made)
  • A View from the Other Side: The Buyer's Perspective
  • External Funding Bids and Grant Applications: Applying Bid Best Practice in Not-for-Profit Competitions
  • Proposals: Using Bid Writing Skills in Proactive Selling Processes
  • The Golden Rules of Bidding: Things I Wish I'd Known When I Wrote My First Bid
  • Based on a True Story… the Good, the Bad and the Ugly: Real-Life Examples from the World of Bids
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