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Harold Lewis, ""

* Huge scope - covers all aspects of tender writing for public sector, private sector and research funding * Expert guidance from a specialist who has written over 200 successful tenders and proposals * Highly practical approach - based on examples drawn from actual bids and tenders With more and more corporations opting for "preferred supplier" lists, bids and tenders have become a fact of business life. For the small or medium sized corporation without a specialist bids-and-tenders team, the research unit, or the university team, bid preparation can take great amounts of senior management time. Here's where this book comes in: practical and written in an accessible style, it uses examples and checklists to explain how to create bids that are outstanding in both technical quality and value for money, bids that stand a good chance of being successful. Lewis provides "best-practice" advice on every step in the process, including: Bidding for public sector contracts; tendering for the private sector and for research projects; analyzing client requirements; managing, resourcing and researching the bid; developing and writing the bid; defining outputs and deliverables; communicating added value; describing professional experience; producing and submitting tenders; stating the price; understanding tender evaluation; and making presentations.

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Contents

List of figures ix

1 A bid to succeed 1

About this book 1;

Guidelines to set you on course 4;

Developing skills in bid writing 7;

Market research and intelligence 8

2 Bidding for public sector contracts 13

The EU procurement framework 13;

Key aspects of the procurement regulations 15; Outline of the procurement process 20;

Priorities for the public sector 23;

Bidding for project funding 26

3 Tendering for the private sector 29

Equal concern for value for money 29

4 Bidding for research funding 34

Tendering for EU-funded research 35;

Essential dos and don’ts 41;

Research council and government funding 43

5 Pre-qualifying for tender opportunities 46

Pre-qualification information 48;

Guidance to get you ahead 50;

Capability statements 52

6 Deciding to bid 54

Issues to consider 55; Risk assessment 63

7 Analysing the bid specification 66

Points for checklists 68

8 Managing the bid 81

Planning and coordination 82;

Document management and version control 86;

Programming production and delivery 89;

Checking bid quality 90;

Bringing together resources and inputs 92;

Using a bid development worksheet 96;

Maintaining bid records 96;

Bid development outline 100

9 Talking to the client 101

10 Bidding in partnership 105

Guidelines for association 106;

Overseas bids: teaming up with local associates 109

11 Thinking the work through 114

Get the measure of the work 115;

Match technical content and price 116;

Recognize and manage risk 117;

Reduce the risk of contract failure 120

12 Developing and writing the bid 122

Structuring the content 123;

Thinking different 129;

Bid letters 130;

Two items that add value to the bid – a summary and a response matrix 131;

Creating the text 133;

Editing the bid 138

13 Explaining approach and methodology 146

Shaping the argument 146;

Commenting on the bid specification 147;

Writing about methodology 148

14 Focusing on contract management 159

Team management and resources 161;

Management interface 164;

Quality management 169

15 Defining outputs and deliverables 171

Contract deliverables 172

16 Communicating added value 178

17 Presenting CVs 184

Management of CVs 185;

Standardizing CV format and structure 187;

Basic structure for CVs 190;

Résumés 197

18 Describing professional experience 198

Client references 198;

Project summaries 200;

Bringing experience to life 202

19 Making good use of graphics 205

Types of bid graphics 206;

Guidelines for effective graphics 206;

Design software 209;

The bid cover 210;

Bid design and page layout 210

20 Stating your price 213

Components of price information 214;

Cost assumptions 219;

Payment 221;

Separate financial proposals 222;

Best practice in dealing with price 224;

Financial information in research bids 227

21 Producing and submitting the bid 229

Electronic submission 229;

Size and presentation 231;

Packaging and delivery 233

22 Understanding how clients evaluate tenders 235

Evaluation criteria in public sector procurement 235;

Methods of evaluating bids 237;

Questions clients ask 241;

Evaluation of research proposals 247

23 Presentations to clients 249

Planning and making the presentation 249;

Visual aids 252;

Pitfalls to avoid 252

24 Do your own tender auditing 254

Using feedback from clients 254;

The auditing procedure 255;

Audit parameters in detail 259;

Applying the results of the audit 264

25 Ten true stories 266

And the moral of these stories? 270

Index 271

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