Winning Government Business: Gaining the Competitive Advantage
- 5h 23m
- Steve R. Osborne
- Management Concepts
- 2002
Winning Government Business: Gaining the Competitive Advantage will help you win more government business. This unique handbook outlines a successful new approach to proposal development that’s strategically focused on gaining the competitive advantage.
The book walks you step by step through techniques that will sharpen your competitive edge at every stage of the process. Using an easy-reading tutorial style with lots of real-life examples, it spells out critical actions at every stage that you can take to boost your chances of success—from pre-proposal, to developing the proposal, to post-proposal and closeout.
Rounding out this invaluable handbook are critical tools that you can use to save time and improve effectiveness and efficiency of your bid and proposal organization—including sample forms, templates, and checklists.
About the Author
Steve R. Osborne, Ph.D. has had 25 years of business development experience with all branches of the military services, numerous federal government agencies, and a wide variety of commercial markets, both domestic and international. He has started and managed two medium-sized subsidiaries, held senior and executive management positions with three Fortune 200 aerospace and defense companies, and led teams in acquiring more than $2 billion in government contracts. For the last ten years he has served as President and Senior Consultant at Cornerstone Training, Inc., a proposal and business development consulting firm he founded. For the last 15 years, he has maintained a win rate of 90 percent for proposals he managed. He has also served on the faculty at Arizona State University.
In this Book
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Winning Government Business—Gaining the Competitive Advantage
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Winning New Business from the Federal Government
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Anatomy of a Government RFP
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Federal Government Source Selection
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Strategic Business Planning
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Long-Term Positioning
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Pre-Proposal Phase
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Bid Strategy
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Building and Organizing the Capture Team
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Analyzing Customer Requirements
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Developing a Proposal Preparation Plan
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Writing the Winning Proposal
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Tips for Effective Proposal Writing
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Preparing the Winning Cost Volume
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Proposal Reviews
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Proposal Production
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Post-Proposal Submittal Phase
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Contract Award and Performance
