This title was first published in 2003. Winning significant
business on the right terms is an increasingly complex, challenging
and time-consuming task, and a successful bid is a vital part of
any business offering its services or products to another. This
book aims to help you to enhance the probability of success in
winning bids at the desired margins and to set-up and run
effectively a bid management team. Aimed at two main groups of
readers (sales staff managing multi-disciplinary bid teams and
project and technical managers who find themselves managing a bid
to support a sales campaign) it's a resource for the battle to win
new business. Taking an extremely practical approach and using real
life examples David Nickson leads the reader through every stage of
planning for, producing and delivering a bid: knowing what needs to
be done; knowing how to present the information to the prospective
client effectively; gaining the writing and editorial skills needed
to put a sales case across; identifying the skills that are needed
to manage a bid. It also shows how to save time - the most
important commodity in any bid as it is always a scarce resource -
without affecting quality.
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