Winning government business gaining the competitive advantage with effective proposals /
In the battle for government contracts, seize the competitive advantage with Winning Government Business: Gaining the Competitive Advantage with Effective Proposals, Second Edition. Contents Part 1: The Foundations of Winning Proposals Winning New Business from the Federal Government Anatomy of a Go...
| Основен автор: | Osborne, Steve R., 1947- |
|---|---|
| Формат: | Електронен |
| Език: | English |
| Публикувано: |
Vienna, VA :
Management Concepts,
℗♭2011.
|
| Издание: | 2nd ed. |
| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=520131 |
| Подобни документи: |
Print version::
Winning government business. |
Съдържание:
- 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; Why Proposals?; Why Is Proposal Preparation So Difficult?; Puzzling RFP Structure and Content; Inconsistent or Confusing RFP Requirements; Insufficient Time; Lack of Proposal Skills and Experience; Lack of Tools and Processes; Winning; Common Proposal Mistakes; Key Characteristics Of Winning Bids; Keys To Winning Consistently; Value Of Winning; Solving The Problem; Gaining The Competitive Advantage.
- Chapter 2
- Anatomy of a Government RFPPart 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; Section I: Contract Clauses; Clauses Incorporated By Reference; Part III-List Of Documents, Exhibits, And Other Attachments; Section J: List of Attachments.
- Part IV-Representations And InstructionsSection K: Representations, Certifications, and Other Statements of Offerors or Respondents; Section L: Instructions, Conditions, and Notices to Offerors or Respondents; Section M: Evaluation Factors for Award; Chapter 3
- Federal Government Source Selection; The Federal Acquisition Regulation; The Federal Government Acquisition Process; Market Research; Acquisition Strategy and Methodology; Development of RFP Evaluation Factors, Subfactors, and Criteria; Source Selection Organization; Source Selection Plan; Overview of the Source Selection Process.
- Technical EvaluationScoring Systems; Technical Strength, Weakness, Uncertainty, and Deficiency; Proposal Risk; Proposal Risk versus Technical Weaknesses; Summary of Technical Evaluation; Winning the Technical Evaluation War; Past Performance Evaluation; Sources of Past Performance Information; Past Performance Assessment; Tips for Maximizing Past Performance Scores; Cost Evaluation; Integrated Assessment; Competitive Range; Comparative Analysis of Proposals; Final Source Selection; Part 2
- The Pre-Proposal Phase; Chapter 4
- Strategic Business Planning.
- Strategic Planning as Part of the Business Acquisition ProcessStrategic Planning as a Competitive Advantage; Developing a Mission Statement; What; Who; How; Why; Value of the Mission Statement; Strategic Business Modeling; Lines of Business; Strategic Success Indicators; Strategic Activities; Assessing Necessary Culture; Organizational Performance Assessment; Competitor Analysis; Gap Analysis; Developing and Implementing Action Plans; Chapter 5
- Long-Term Positioning; Developing Customer Relationships; Visits by Senior Management; Annual Briefing of Your Company Capabilities.