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Government Contracts - Proposalmanship and Winning Strategies (Paperback, Softcover reprint of the original 1st ed. 1979)
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Government Contracts - Proposalmanship and Winning Strategies (Paperback, Softcover reprint of the original 1st ed. 1979)
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He who knows and knows that he knows is wise; follow him. -ANCIENT
PROVERB During a long career of public service as a government
procurement and contracting official, I am still surprised to find
big, successful corporations making the same mistakes that
neophytes in government contracting mak . And this is particularly
true in the matter of writing proposals, which are the crucial
element in most major procurement awards. It's true enough, as many
suspect, that the big, well-known company has something of an edge
over the smaller, lesser-known company com peting for any given
government contract-psychologically, at least: The typical
government executives, whether contracting officials or program
managers, tend to have a bit more faith in the ability of the large
company to carry out the program successfully. All things being
equal, then, the big company is more likely to get the nod.
However, because the large companies are well aware of that, many
tend to become "fat, dumb, and happy"-they try to coast or rest on
their laurels. That is, they get careless about making a strong
enough case for themselves in writing their proposals. And when
they lose, often to smaller companies, they are both puzzled and
outraged. They have for gotten that all government procurement is a
competition-usually both technical and cost competition-and that
the "little guy" can win against the "big guy," if he tries hard
enough. And especially if the bigger guy is a bit careless and does
not put out his best effort."
General
Imprint: |
Springer-Verlag New York
|
Country of origin: |
United States |
Release date: |
February 2012 |
First published: |
February 2012 |
Authors: |
Herman R Holtz
|
Dimensions: |
229 x 152 x 16mm (L x W x T) |
Format: |
Paperback
|
Pages: |
288 |
Edition: |
Softcover reprint of the original 1st ed. 1979 |
ISBN-13: |
978-1-4684-0984-0 |
Categories: |
Books >
Business & Economics >
Economics >
General
|
LSN: |
1-4684-0984-0 |
Barcode: |
9781468409840 |
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