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Bids, Tenders and Proposals

This unique book is a practical guide to winning contracts and funding through competitive bids, tenders and proposals. Written in a crisp, accessible style using examples and checklists, it explains how to create bids that are outstanding in both technical quality and value for money. This fully updated edition extends the scope and content of the book to make it an even more useful and practical guide to successful tendering. This book puts at the reader's disposal techniques that the author has perfected as a specialist writer in this field, and insights gained from his experience as an evaluator of tenders with client organizations in the public and private sectors. Those who are new to bid writing will learn how to build the confidence to start producing successful bids. Those who are more experienced will be shown new ideas that extend and reinforce their skills. This book covers a broad range of procurement and funding, and its advice is relevant to tendering for supplies and works contracts. Much of the material will be pertinent also to public-private partnerships. Based on examples drawn from actual bids and tenders, with new topics on business development and market intelligence, Bids, Tenders and Proposals now includes advice on winning competitive tenders from international funding institutions and aid agencies as well as the latest information on EU procurement framework, method statements, prequalification documents and e-tendering.
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Bids, Tenders & Proposals provides expert guidance on the entire process of tendering in the three key areas of public sector procurement, contracts for private sector clients and applications for research funding.

Table of Contents

    • Chapter - 01: A bid to succeed;
    • Chapter - 02: Bidding for public sector contracts;
    • Chapter - 03: Tendering for the private sector;
    • Chapter - 04: Bidding for research funding;
    • Chapter - 05: Tendering for international development contracts;
    • Chapter - 06: Pre-qualifying for tender opportunities;
    • Chapter - 07: Deciding whether or not to bid;
    • Chapter - 08: Analysing the tender documents;
    • Chapter - 09: Managing the bid;
    • Chapter - 10: Talking to the client;
    • Chapter - 11: Bidding in partnership;
    • Chapter - 12: Thinking the work through;
    • Chapter - 13: Developing and writing the bid;
    • Chapter - 14: Explaining approach and method;
    • Chapter - 15: Focusing on contract management;
    • Chapter - 16: Defining outcomes and deliverables;
    • Chapter - 17: Communicating added value;
    • Chapter - 18: Presenting CVs;
    • Chapter - 19: Describing professional experience;
    • Chapter - 20: Making good use of graphics;
    • Chapter - 21: Stating your price;
    • Chapter - 22: Electronic and hard-copy submission;
    • Chapter - 23: Understanding how clients evaluate tenders;
    • Chapter - 24: Presentations to clients;
    • Chapter - 25: True stories

About the Author

Harold Lewis is a writer, editor and independent consultant with more than 30 years' professional experience of working with businesses of all kinds and with private and public sector clients. Having written over 300 successful bids and proposals, he is a leading authority on the development and writing of competitive tenders.


"Lewis clearly knows his subject, and you can't fault the advice he gives... well researched, thoroughly prepared, and clearly presented." Building "If you are involved at all in this field, it is a useful book... however experienced you are, you will find something useful in it." Supply Management "Explains the entire process succinctly and clearly... offers a fund of useful knowledge that is easily applicable to any industry sector." Informatics "Takes you through the entire process of tendering, providing relevant examples of situations and the appropriate responses, essential documents and detailed supporting information." Edge Magazine

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