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by John C. Lauderdale
The Complete Idiot's Guide to Getting Government Contracts
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Copyright Page
Introduction
Part 1 - What Successful Contractors Know
Chapter 1 - Critical Elements of Success
Chapter 2 - Taking the First Steps 2 Toward a Win
Chapter 3 - Avoiding Ethical and 3 Legal Landmines
Part 2 - The Government Contracting Landscape
Chapter 4 - Collecting Important Market Data
Chapter 5 - Understanding the Procurement Process
Chapter 6 - Building a Winning Team
Part 3 - Choosing Your Targets
Chapter 7 - Targeting a Specific Customer
Chapter 8 - Targeting a Specific Opportunity
Chapter 9 - Spotlight on Small Businesses
Chapter 10 - General Services Administration Schedule Contracts
Part 4 - Kicking Off the Proposal Process
Chapter 11 - The Strategy Behind Your Responses
Chapter 12 - Proposal Management Documents
Chapter 13 - Setting Up a Proposal Center
Chapter 14 - Getting Down to the Business of a Response
Part 5 - Creating a Winning Response by the Volumes
Chapter 15 - Controlling Text Creation
Chapter 16 - Creating Technical Volumes
Chapter 17 - Creating Management Volumes
Chapter 18 - Creating Cost/Price Volumes
Chapter 19 - Clean-Up and Improvement Tasks
Chapter 20 - Continuing to Market Your Business
Part 6 - Starting and Remaining Strong After You Win (or Lose)
Chapter 21 - Executing a Tight 21 Start-Up Plan
Chapter 22 - Living Up to Your Promises
Chapter 23 - Preparing for the Chapter 23 Recompetition
Appendix A - Glossary
Appendix B - Resources
Appendix C - Sample Capture Plan
Appendix D - Executive Summary Outline and Template
Appendix E - Training Your Team
Index
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