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Book Description
The decision to award a contract is often based on marginal differences between bidders. If you want to raise your tendering win-rate and ROI, you must do everything you can to widen those margins and shorten your odds of winning. Full of hints, tips, tools and techniques, this book will help you to do that. Proven on hundreds of bids and tenders, the ideas in these pages could save you years of coming second.
Table of Contents
- Cover Page
- Title Page
- Copyright
- Contents
- Prologue
- Background to Winner Takes All
- How to use this book
- Principle 1: Pre-qualify every opportunity
- Principle 2: Choose the best team
- Principle 3: Meet the client pre-submission
- Principle 4: Persuade through the written word
- Principle 4.5: Write a cracking executive summary
- Principle 5: Present a powerful pitch
- Principle 6: Get client feedback post-award
- Principle 7: Manage the bid like a project
- Epilogue
- Glossary of Tendering Terms