Bids, Tenders and Proposals

'A useful and thorough guide.' Director Magazine 'Clearly shows how to create bids that are outstanding in both technical quality and value for money.' Institute for Independent Business Update Acknowledged expert Harold Lewis, who has written over 200 successful tenders and proposals, offers 'best-practice' advise to help you compete successfully for new work. He covers every step in the process of tendering, including: biding for public sector contracts; the EU procurement framework; tendering for the private sector; analysing client requirement; building a bid team; developing and writing the bid; communicating added value; presenting CVs; describing professional experience; producing and submitting tenders; stating your price; understanding how clients evaluate tenders; making presentations to clients. The proven techniques described in Bids, Tenders and Proposals are within the reach of everyone, whether firms of contractors or individuals working on their own. Just as relevant to small projects as to large contracts, the advice is invaluable. CONTENTS List of figures 1 A bid to succeed About this book; Guidelines to set you on course; Developing skills in bid writing 2 Bidding for public sector contracts The EU procurement framework; Key aspects of the procurement regulations; Outline of the procurement process; Priorities for the public sector; Bidding for project funding 3 Tendering for the private sector Equal concern for value for money 4 Bidding for research funding Tendering for EU-funded research; Essential dos and don’ts; Research council and government funding 5 Pre-qualifying for tender opportunities Pre-qualification information; Guidance to get you ahead; Capability statements 6 Deciding to bid Issues to consider; Risk assessment 7 Analysing the bid specification 8 Managing the bid Planning and coordination; Checking bid quality; Bringing together resources and inputs; Using a bid development worksheet; Maintaining bid records; Bid development checklist 9 Talking to the client 10 Bidding in partnership Guidelines for association; Overseas bids: teaming up with local associates 11 Thinking the work through Get the measure of the work; Match technical content and price; Recognize and manage risk; Reduce the risk of contract failure 12 Developing and writing the bid Structuring the content; Thinking different; Bid letters; Two items that add value to the bid – a summary and a response matrix; Creating the text; Editing the bid 13 Explaining approach and methodology Shaping the argument; Commenting on the bid specification; Writing about methodology 14 Focusing on contract management Team management and resources; Management interface; Quality management 15 Defining outputs and deliverables Contract deliverables 16 Communicating added value 17 Presenting CVs Management of CVs; Standardizing CV format and structure; Basic structure for CVs; Résumés 18 Describing