Finally! The Ultimate Bid and Proposal Compendium is the most comprehensive guide to winning bids, tenders and proposals. It’s packed with lots of hands-on examples and best practice guidance to develop winning proposals.
This well-structured and easy-to-read book shares insights to virtually all aspects of modern bid and proposal management. It explains how customers evaluate your bid document and how you trigger their ‘yes’. It delivers step-by-step guidance through the entire proposal process, from pre-proposal stages, proposal planning and bid qualificaton, writing convincing proposal text until price negotiation. It also covers in detail all the elements that a company needs to establish and staff a successful proposal organisation.
The compendium is designed as a practical reference book for everyone involved in proposal development, regardless of the industry. It is for new hires as well as for experienced professionals.
It is also a great reference for candidates undertaking the APMP Foundation or Practitioner exam.
The Ultimate Bid and Proposal Compendium should be on every proposal professional’s desk!
More information on www.proposal-compendium.com
Mục lục
Contents
The Aim of This Book: Professional Bid and Proposal Management
Part I: Successful Bid and Proposal Management Organisation
Part II: Systematically Understanding the Customer’s Perspective
Part III: The Bid Master Framework™
Part IV: Developing a Convincing Story (Storyline Method™)
Part V: Typical Elements of a Proposal Document
Part VI: Tender Types and Consequences for Proposal Management
Part VII: This and That
Giới thiệu về tác giả
Christopher S. Kälin is a global authority on bid and proposal management.
He gives public and corporate seminars, conducts live and virtual training programmes on how to win more business with convincing proposals and bid management best practices. He has worked with companies around the world to improve their success rate, creating over 50 billion dollars in business. He works across many industries, including IT, telecoms, defence, transportation, financial industries, large event organisation, gambling or business outsourcing.
He was co-founder and chairman of the German speaking APMP chapter (Association of Proposal Management Professionals) and Regional Director for Europe/Africa. He is APMP certified at the Professional Level (CPP APMP) and is an APMP Approved Trainer. In 2013, he also received the prestigious Fellows Award.
He developed the Bid Master™ Framework and the Storyline Method™ for developing compelling proposals.
He is also a well-received speaker at business development conferences and sales conventions around the globe.
He graduated in Business Administration and Information Technology from Zurich University.
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