LIST OF FIGURES AND TABLES

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Figure 2.1	Sales or procurement lifecycle
Figure 2.2	Context of a bid or proposal
Figure 2.3	A typical bid team
Figure 2.4	A simple bid process
Figure 3.1	Communications cycle
Figure 6.1	Sample presentation slide
Figure 8.1	Principal OJEU procurement processes
Table 4.1	Fixed costs (example)
Table 4.2	Training costs (example)
Table 4.3	Annual costs (example)
Table 4.4	TCO example: Company A
Table 4.5	TCO example: Company B
Table 4.6	Example of a benefit summary Table
Table 4.7	Qualitative versus quantitative benefits (example)
Table 4.8	Some legal considerations in proposal writing
Table 6.1	Part of a progress chart
Table 9.1	Fonts and type styles for writing proposals – an example

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