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

Forte, John De; Jones, Guy L.; De Forte, John

Hardcover

ISBN 10: 0273601709 ISBN 13: 9780273601708

Publisher: Financial Times Prentice Hall, 1993

Synopsis

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.

About this title

Synopsis

Few organizations serving the business community today are not required to compete for work. The need for these organizations to acquire the skills to succeed in competitive tenders and new business presentations has become vital. This practical guide provides companies with the tools they need to make formal proposals successful and to win new business. It provides a distillation of good and bad practice and sets out in clear and precise terms a framework within which competitive tenders can be successfully conducted.

Edition details

• Publisher: Financial Times Prentice Hall
• Publication date: 1993
• Language: English
• ISBN 10: 0273601709
• ISBN 13: 9780273601708
• Binding: Hardcover
• Number of pages: 288