Proposals, Pitches, and Beauty Parades: Winning New Business in the '90s: Winning New Business in the 1990s (Financial Times) - Hardcover

Inhaltsangabe

Tendering has become a permanent feature of the commercial environment, and organisations ignore the skills required to compete at their peril.
Experience shows that there are many principles of best practice which hold good for any firm competing through a tender process, regardless of what it is selling. This book attempts to provide a distillation of the approaches that underpin successful proposing and sets out a framework within which tenders can be conducted effectively.
The book focuses on competitive tendering within the business-to-business (and government) context; is relevant to the commercial wings of the traditional professions as well as such diverse industries as construction, advertising, information technology, banking and facilities management; looks at the foundations for success, how to choose the right team, research methods and interviews; discusses the elements involved in finalising the strategy and the proposal document, and making the presentation.

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