CONTENTS

List of figures and tables

Author

Foreword

Acknowledgements

Glossary of tender terms

1INTRODUCTION

Definitions

Who this book is for

How it has been written

What it doesn’t include

How to use this book

Chapter summaries

2WHAT IS A PROPOSAL?

Introduction

Context

Are they really hard to do?

Managing bids

Summary

3PREPARING TO WRITE

Introduction

Background

Writing – the basics

Summary

4PROPOSAL WRITING

Introduction

Background

Writing for proposals

Sales themes, straplines and branding

Presenting financial information

Summaries

CVs

Case studies and references

Legal considerations

Writing checklist – a sample style guide

5GETTING INFORMATION FROM EXPERTS

Introduction

Specialists and experts involved

Strategies for getting information

Summary

6EDITING AND REVIEWING

Introduction

Editorial work

Preparing material for presentations

Software tools

Summary

7SUPPLIER AND CLIENT CULTURE

Introduction

Organisational culture

Organisation checklist

Culture and language

Market sectors

Checklist: comparing supplier and client cultures

8OJEU PROPOSALS

Introduction

The OJEU procurement process

Other OJEU procurement processes

Some OJEU terms and acronyms

9PRESENTATION AND FORMAT

Introduction

Layout, design and presentation

Using a style guide

Making it look good

APPENDIX A – TEMPLATE PAGES

APPENDIX B – CHECKLISTS

Writing checklist – a sample style guide

Editing checklist

Checklist: comparing supplier and client cultures

FURTHER READING

Books and other printed sources

Internet resources

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