Flyer for Managing Winning Proposals

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Managing Winning Proposals is a guide to the competitive tendering process from receipt of the Request for Proposal from the customer through to contract award. Managing Winning Proposals is published by Acuity Business Consulting and is available in both print and eBook formats.

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02 CH BUS 644 null 1147872.4 eng - iTunPGAP 0�� eng - iTunNORM 0000021D 0000021D 00002BDF 00002BDF 0024B58D 0024B58D 00006EEE 00006EEE 001165E0 001165E0� eng - iTunSMPB 00000000 00000210 00000881 000000000BA7DCEF 00000000 032BE893 00000000 00000000 00000000 00000000 00000000 00000000� Learning Objectives After completing this chapter, you should be able to: • Understand how business processes create competitive capabilities that enable organizations to satisfy customer requirements. • Explain how operations management can maintain an organization’s competitive edge through high-quality production, convenient delivery, effective customer service, and competitive cost. • Describe key business processes including strategy development, product development, system creation to produce services and goods, and order fulfillment. • Discuss why operations are strategically important. • List and define the steps necessary to link operations to corporate strategy. • Describe how operations managers use information technology to increase productivity, improve quality, provide a safer environment, and reduce costs. 2 .Dominik Pabis/Getty Images Gaining Competitive Advantage Through Operations von70154_02_c02_033-060.indd 33 2/22/13 3:31 PM CHAPTER 2Section 2.1 Achieving Competitive Advantage 2.1 Achieving Competitive Advantage Operations presents top management with many opportunities to develop competi-tive advantages. A competitive advantage is a capability that customers value, such as short delivery lead-time or high product quality that gives an organization an edge against its competition. When prop- erly used, operations can be an important tool for improving profits, increasing market share, and developing new markets. A firm’s market share is its percentage of sales in a particular market, that is, its sales divided by total sales for all organizations competing in a particular market. An organization creates a competitive advantage by giving customers what they want in a better way than other companies. What do customers want, or in other words, what do they value? Figure 2.1 provides a model for understanding how an organization can deliver competitive advantage to its customers. An organization should know its external environment (threats and opportunities) and its internal environment (strengths and weaknesses), and have a clear understanding of the customers it is trying to serve. This is often called “SWOT analysis,” for strengths, weaknesses, opportunities, and threats. An in-depth understanding of customer requirements allows the firm to determine a set of competitive capabilities that will enable it to delight, rather than merely satisfy, customers. These competitive capabilities are, in turn, the result of well-designed business processes. These key business processes are cross-functional and require operations managers to work closely with their counter- parts in accou ...

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1. Acuity Business Consulting Ltd commercial consultancy and training www.acuity-business.com enquiries@acuity-business.com© 2020 Acuity Business Consulting Ltd Managing Winning Proposals Second Edition The Second Edition of Managing Winning Proposals has now been published and is available in both print and eBook formats from Amazon, Smashwords and other online retailers. The Second Edition of Managing Winning Proposals has now been published and is available in both print and eBook formats from Amazon, Smashwords and other online retailers. Managing Winning Proposals is Part 2 of the Proposals & Competitive Tendering guides published by Acuity Business Consulting. This volume provides a practical guide to the competitive tendering process, from receipt of the customer’s Request for Proposal through to contract award. This is a period of intensive activity during which contractors must prepare high quality, competitive proposals to maximize their chances of winning new business. The Second Edition has been extended significantly with additional information including key insights and further details of technical and commercial proposal components. Explanatory text is combined with practical examples, timelines and templates, enabling readers to adapt and apply relevant principles and models within their own organizations. The first part in the series, Strategy & Positioning to Win, covers the early stages in the competitive tendering process including optimization of competitive position and development of an effective winning strategy. Links to retailers: Amazon Smashwords For orders of 5 or more print copies, please contact us at publishing@acuity- business.com

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