Winning government business gaining the competitive advantage with effective proposals
In the battle for government contracts, seize the competitive advantage with Winning Government Business: Gaining the Competitive Advantage with Effective Proposals, Second Edition.Contents Part 1: The Foundations of Winning Proposals Winning New Business from the Federal Government Anatomy of a G...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Vienna, Virginia :
Management Concepts
2011.
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| Edición: | 2nd ed |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628652106719 |
Tabla de Contenidos:
- Title Page; Copyright; About the Author; Dedication; Contents; Preface; Part 1 - The Foundations of Winning Proposals; Chapter 1 - Winning New Business from the Federal Government; Why Proposals?; Why Is Proposal Preparation So Difficult?; Puzzling RFP Structure and Content; Inconsistent or Confusing RFP Requirements; Insufficient Time; Lack of Proposal Skills and Experience; Lack of Tools and Processes; Winning; Common Proposal Mistakes; Key Characteristics Of Winning Bids; Keys To Winning Consistently; Value Of Winning; Solving The Problem; Gaining The Competitive Advantage
- Chapter 2 - Anatomy of a Government RFPPart I-The Schedule; Section A: Solicitation/Contract Form; Section B: Supplies or Services and Prices/Costs; Section C: Description/Specifications/Statement of Work; Section D: Packaging and Marking; Section E: Inspection and Acceptance; Section F: Deliveries or Performance; Section G: Contract Administration Data; Section H: Special Contract Requirements; Part II-Contract Clauses; Section I: Contract Clauses; Clauses Incorporated By Reference; Part III-List Of Documents, Exhibits, And Other Attachments; Section J: List of Attachments
- Part IV-Representations And InstructionsSection K: Representations, Certifications, and Other Statements of Offerors or Respondents; Section L: Instructions, Conditions, and Notices to Offerors or Respondents; Section M: Evaluation Factors for Award; Chapter 3 - Federal Government Source Selection; The Federal Acquisition Regulation; The Federal Government Acquisition Process; Market Research; Acquisition Strategy and Methodology; Development of RFP Evaluation Factors, Subfactors, and Criteria; Source Selection Organization; Source Selection Plan; Overview of the Source Selection Process
- Technical EvaluationScoring Systems; Technical Strength, Weakness, Uncertainty, and Deficiency; Proposal Risk; Proposal Risk versus Technical Weaknesses; Summary of Technical Evaluation; Winning the Technical Evaluation War; Past Performance Evaluation; Sources of Past Performance Information; Past Performance Assessment; Tips for Maximizing Past Performance Scores; Cost Evaluation; Integrated Assessment; Competitive Range; Comparative Analysis of Proposals; Final Source Selection; Part 2 - The Pre-Proposal Phase; Chapter 4 - Strategic Business Planning
- Strategic Planning as Part of the Business Acquisition ProcessStrategic Planning as a Competitive Advantage; Developing a Mission Statement; What; Who; How; Why; Value of the Mission Statement; Strategic Business Modeling; Lines of Business; Strategic Success Indicators; Strategic Activities; Assessing Necessary Culture; Organizational Performance Assessment; Competitor Analysis; Gap Analysis; Developing and Implementing Action Plans; Chapter 5 - Long-Term Positioning; Developing Customer Relationships; Visits by Senior Management; Annual Briefing of Your Company Capabilities
- Other Customer Interactions
