- Cover
- Title Page
- Copyright
- About the Author
- Dedication
- Contents
- Preface
- Part 1 - The Foundations of Winning Proposals
- Chapter 1 - Winning New Business from the Federal Government
- Chapter 2 - Anatomy of a Government RFP
- Part I—The Schedule
- Section A: Solicitation/Contract Form
- Section B: Supplies or Services and Prices/Costs
- Section C: Description/Specifications/Statement of Work
- Section D: Packaging and Marking
- Section E: Inspection and Acceptance
- Section F: Deliveries or Performance
- Section G: Contract Administration Data
- Section H: Special Contract Requirements
- Part II—Contract Clauses
- Clauses Incorporated By Reference
- Part III—List Of Documents, Exhibits, And Other Attachments
- Part IV—Representations And Instructions
- Part I—The Schedule
- Chapter 3 - Federal Government Source Selection
- Part 2 - The Pre-Proposal Phase
- Chapter 4 - Strategic Business Planning
- Chapter 5 - Long-Term Positioning
- Developing Customer Relationships
- Collecting Market Information
- Identifying Your Customer’s Long-Range Needs
- Helping Your Customer Articulate Program Needs and Sell a Program
- Becoming Familiar with Your Customer’s Procurement Practices
- Identifying Future Programs
- Building and Maintaining a Long-Range Schedule of Upcoming Procurements
- Identifying Potential Competitors and Building Competitor Profiles
- Tapping Sources of Competitor Information
- Building a Strategic Marketing Database
- Establishing A Bid And Proposal Library
- Chapter 6 - Building and Organizing the Capture Team
- Chapter 7 - Pre-Proposal Phase Activities
- Chapter 8 - Bid Strategy
- Part 3 - The Proposal Development Phase
- Chapter 9 - Analyzing Customer Requirements
- Chapter 10 - Developing a Proposal Preparation Plan
- Chapter 11 - Effective Proposal Management
- Chapter 12 - Writing the Winning Proposal
- Chapter 13 - Tips for Effective Proposal Writing
- Chapter 14 - Preparing the Winning Cost Volume
- Chapter 15 - Proposal Reviews
- Chapter 16 - Proposal Production
- Part 4 - Post-Proposal Submittal Phase
- Postscript
- Appendix A - Sample Capture Plan
- Appendix B - Acronyms and Abbreviations
- Index
Winning Government Business
Gaining the Competitive Advantage with Effective Proposals
Second Edition
Steve R. Osborne, Ph.D.
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