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Creating Winning Bids

Author Basil Sawczuk
Release Date: 2019/07/01
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Book Description

'Creating Winning Bids' sets out the key stages in the production of a winning bid. Based on tried and tested methods, and using a simple step-by-step process, it will improve your chances of success in what can otherwise seem a daunting and complex process. Distilling the author’s experience of over 25 years of bidding in the public and private sectors, it is packed with practical tips about what your client really wants to see. Beginning with a concise look at how to find new opportunities for work, it examines the various types of bid that can be made and includes invaluable explanations of the jargon used in the bidding process – from OJEU to PQQs.

Illustrated throughout with useful diagrams and checklists, and covering a range of procurement routes, this guide will help anyone from the sole practitioner to the large firm with a dedicated bidding team to create practical and perfectly-tailored winning bids.

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Contents
  5. Dedication
  6. About the author
  7. CHAPTER 1 FINDING OPPORTUNITIES TO BID FOR WORK
    1. Not so daunting
    2. Bidding to win work
    3. Understanding the bidding process
    4. Types of bid
    5. Ways to make a bid
    6. E-procurement and e-auctions
    7. Bidding through procurement agencies
  8. CHAPTER 2 WHAT TO ESTABLISH BEFORE TENDER OR PRE-QUALIFICATION RELEASE
    1. The need for background information
    2. Things to know before the documentation is received
  9. CHAPTER 3 CREDIBILITY, CAPABILITY, COMPATIBILITY AND RELIABILITY (THE 3Cs + R TEST)
    1. The 3Cs + R test
    2. Credibility
    3. Capability
    4. Compatibility
    5. Reliability
    6. Reasons why bids fail and the need to obtain feedback
    7. ‘Bid or no bid’ decision
    8. How good is your relationship?
    9. Increase your chances of success
  10. CHAPTER 4 IMPROVING YOUR CHANCES OF SUCCESS THROUGH BETTER UNDERSTANDING OF YOUR COMPETITORS
    1. Is there a favourite already?
    2. How to win if there is a favourite
    3. If there is an incumbent, focus on the service gap
    4. What to do if you are the incumbent
    5. Compare yourself to the competition
    6. Differentiate yourself from your competitors to increase your chances of success
    7. Differentiate through customer service
    8. Maximising your strengths and subtly revealing the weaknesses in your competition
  11. CHAPTER 5 PREPARATION AND PLANNING THE PROCESS
    1. Timetable and process
    2. Contributors and team selection
    3. Keep the prospective client involved
    4. Process for preparing the document
    5. Process, revision and reviews
    6. Themes and winning strategy
    7. Format and production
  12. CHAPTER 6 CREATING THE DOCUMENT
    1. The seven-step checklist on content – the ‘must have’ elements
    2. Step 1: Write the content to address the evaluation criteria
    3. Step 2: Do you pass the ‘so what?’ test (all about features and benefits)
    4. Step 3: Address all the issues the client may have
    5. Step 4: Use the client’s language
    6. Step 5: See your answer from the client’s point of view
    7. Step 6: Create a reason to select your proposal
    8. Step 7: Be compliant
    9. Writing an executive summary
    10. Principles of clear writing
    11. Avoid being sidetracked when writing
    12. Structuring the answer
    13. Layout and style
    14. Patterns, signposts and bridges
    15. Using lists, tables and graphics
  13. CHAPTER 7 USING APPENDICES
    1. When to use an appendix
    2. Make an appendix appropriate
    3. Format
    4. Content
    5. Example of an appendix
  14. CHAPTER 8 SHOWING OFF PAST PROJECTS
    1. The need to demonstrate skills, experience and capability
    2. The need for a knowledge bank
    3. The use of project stamps, mini project profiles, project profiles and case studies to illustrate a point
    4. Format and content
  15. CHAPTER 9 OTHER CONSIDERATIONS
    1. Incorporating third party endorsements
    2. Supplying client references
    3. Using CVs
  16. INDEX
3.145.74.54