The Bid Manager's Handbook
Published on 11. February 2003
Book
Hardback
208 pages
978-0-566-08512-3 (ISBN)
Description
Winning significant business on the right terms is an increasingly complex, challenging and time-consuming task, and a successful bid is a vital part of any business offering its services or products to another. This book aims to help you to enhance the probability of success in winning bids at the desired margins and to set-up and run effectively a bid management team. Aimed at two main groups of readers (sales staff managing multi-disciplinary bid teams and project and technical managers who find themselves managing a bid to support a sales campaign) it's a resource for the battle to win new business. Taking an extremely practical approach and using real life examples David Nickson leads the reader through every stage of planning for, producing and delivering a bid: knowing what needs to be done; knowing how to present the information to the prospective client effectively; gaining the writing and editorial skills needed to put a sales case across; identifying the skills that are needed to manage a bid. It also shows how to save time - the most important commodity in any bid as it is always a scarce resource - without affecting quality.
More details
Language
English
Place of publication
United Kingdom
Publishing group
Taylor & Francis Ltd
Target group
Professional and scholarly
Illustrations
glossary, index
Dimensions
Height: 180 mm
Width: 252 mm
ISBN-13
978-0-566-08512-3 (9780566085123)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
David Nickson
The Bid Manager's Handbook
Book
05/2008
1st Edition
Gower Publishing Ltd
€215.77
Shipment within 10-20 days
Content
Introduction - What is a bid?: Why do we do them? Structure: Bid Management: Summary; Roles and responsibilities: Why have roles and responsibilities?; Role of the bid manager; Context; Responsibilities of a bid manager; Example job description; Summary; Internal vs. external bid managers; Case study; Checklist. Methods and Approaches: Bid brief; Reviews; Information technology; Formal methods and standards; Case study; Checklist. Risk Management: Risk management - a potted guide; Sample risk for bids; Example bid risk plan; Risk as a deliverable; Case study; Checklist. Administration and Logistics: Bid file; Documentation; Distribution; Confidential information; Risk register(s); Back-up policies; Meetings; Resources; Case study; Checklist. Planning: Timetable; Deliverables; Activities; Dependencies; Resources; Costing; Sample plan; Change; Case study; Checklist. Writing and Editorial: Summary. Writing Skills: The basics; Fact, feature and benefit; Writing styles; Writing a (management) summary; Annexes and appendices; Plain English; Covering letter; Proofreading; Case study; Checklist. Editorial Skills: The basics; Templates; Tracking changes; Style(s); The details; Proofreading; Presentations; Case study; Checklist. Layout and Presentation: Suggested guidelines; Bid documents; Presentation material; Style guide; Case study; Checklist. Personal Skills: Summary. Communication: Theory into practice; Basic skills; Meetings; Presentations; Written communication; Case study; Checklist. Teams: The generic bid team; The life cycle of a team; Team roles and composition; Subcontractors and partners; Communication within a team; Conflict; Group think; Case study; Checklist. Negotiation: Negotiation cycle; Negotiable items; Negotiation strategies; Exploring within a discussion; Closing a negotiation; Case study; Checklist. Sales: Sales awareness; Risk register as a sales tool; SWOT analysis; SWOT example; Sales themes and the bid brief; Client interaction; Qualifying the client/bid; Culture and environment; Case study; Costing; Pricing; Case study; Checklist. Appendix: Bid brief template.