Buch, Englisch, 232 Seiten, Format (B × H): 244 mm x 172 mm, Gewicht: 410 g
Buch, Englisch, 232 Seiten, Format (B × H): 244 mm x 172 mm, Gewicht: 410 g
ISBN: 978-1-138-24628-7
Verlag: Taylor & Francis Ltd
Zielgruppe
Professional Practice & Development
Autoren/Hrsg.
Weitere Infos & Material
Contents: Introduction: What is a bid?; Why do we do them?; Structure. Bid Management: Summary; Roles and Responsibilities: Why have roles and responsibilities?; Role of the bid manager; Context; Responsibilities of a bid manager; Example job description; Summary; Internal vs. external bid managers; Case study; Checklist. Methods and Approaches: Bid brief; Reviews; Information technology; Formal methods and standards; Case study; Checklist. Risk Management: Risk management - a potted guide; Sample risk for bids; Example bid risk plan; Risk as a deliverable; Case study; Checklist. Administration and Logistics: Bid file; Documentation; Distribution; Confidential information; Risk register(s); Back-up policies; Meetings; Resources; Case study; Checklist. Planning: Timetable; Deliverables; Activities; Dependencies; Resources; Costing; Sample plan; Change; Case study; Checklist. Writing and Editorial: Summary. Writing Skills: The basics; Fact, feature and benefit; Writing styles; Writing a (management) summary; Annexes and appendices; Plain English; Covering letter; Proofreading; Case study; Checklist. Editorial Skills: The basics; Templates; Tracking changes; Style(s); The details; Proofreading; Presentations; Case study; Checklist. Layout and Presentation: Suggested guidelines; Bid documents; Presentation material; Style guide; Case study; Checklist. Personal Skills: Summary. Communication: Theory into practice; Basic skills; Meetings; Presentations; Written communication; Case study; Checklist. Teams: The generic bid team; The life cycle of a team; Team roles and composition; Subcontractors and partners; Communication within a team; Conflict; Group think; Case study; Checklist. Negotiation: Negotiation cycle; Negotiable items; Negotiation strategies; Exploring within a discussion; Closing a negotiation; Case study; Checklist. Sales: Sales awareness; Risk register as a sales tool; SWOT analysis; SWOT example; Sales themes and the bid brief; Client interaction; Qualifying the client/bid; Culture and environment; Case study; Costing; Pricing; Case study; Checklist; Appendix: Bid brief template; Glossary; Additional reading; Index. CONTENTS FOR REVISED EDITION SUPPLEMENT: Introduction; Part one - Bid Management. Part two - Writing and editorial. Part three - Personal Skills; appendix of new materials - Answer the question (ATQ) and Answer the question only (ATQO); Sales themes and executive summaries; Supporting technology; Model answers; Using professional authors/editors; Review processes; Bid writers reference card. Glossary; Index.