Proposal Management is a practical guide to the competitive tendering process from receipt of the Request for Proposal (RFP) through to contract award. This is an intensive period during which contractors must prepare high-quality and competitive proposals to maximize their chances of winning new business.

1. PROPOSALS & COMPETITIVE TENDERING
Proposal
Management
PART 2
Richard Brookfield
Proposal Management is a practical guide to the competitive
tendering process from receipt of the Request for Proposal (RFP)
through to contract award. This is an intensive period during which
contractors must prepare high-quality and competitive proposals
to maximize their chances of winning new business.
Topics covered include the Proposals function and the sequence of
activities from RFP package review and finalization of win strategy,
through proposal planning and preparation, reviews and approvals,
to the negotiation phase leading to contract award. Background
information and explanatory text are combined with practical
examples and templates enabling readers to select and apply
relevant principles and models within their own organizations.
Richard Brookfield has 30 years of
experience in international engineering
and construction. He is now the Principal
at Acuity Business Consulting Ltd, an
independent UK consultancy providing a
range of strategy, business development
and commercial management services.
www.acuity-business.com
ABC SmartGuides are written for business professionals
engaged in strategic, sales and commercial roles connected with
company direction and business development. They are aimed
primarily at projects and services organizations where competitive
tendering is key to growth and survival. The principles will also
apply to manufacturing companies competing for new business in
B2B sectors.
PROPOSALMANAGEMENTABCSmartGuides