Successfull proposal strategies for small business

Using Knowledge Managemnt to Win Government, Private-Sector, and International Contracts

Robert S. Frey - Collection Business proposals; winning government contratcs

370 pages, parution le 06/04/2005 (4^eme édition)

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Résumé

Newly expanded and thoroughly revised to reflect and meet the demands of a high-velocity global business environment, the fourth edition of this popular book and its companion CD-ROM help small and midsized businesses as well as nonprofit organizations and public-sector agencies to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes. Among an extensive array of updates and new material, the fourth edition discusses storytelling as a proposal art, the value of front-end proposal planning and storyboarding, the importance of honoring the customer's mission in proposals, and the latest trends and developments in performance-based acquisition (PBA). Widely reviewed in the trade and business press, here is what top journals, magazines, and Web sites have to say about earlier editions...

CD-ROM Included! Features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to small business Web sites; a comprehensive, fully searchable listing of proposal and contract acronyms; and a sample architecture for a knowledge base or proposal library.

L'auteur - Robert S. Frey

Robert S. frey, M.A., serves as the vice president of knowledge management and proposal development for RS Information Systems, Inc. (http://www.rsis.com). In 2004, RSIS won more than 68% of its proposals. Mr. Frey has personally supported more than 2,000 proposals in his career. He conducts innovative proposal management seminars throughout the United States and is an instructor in technology management at UCLA in California.

Sommaire

Acknowledgments
Introduction
Competitive proposals and small business
Strategic partnering and subcontracting opportunities
Marketing to and with your clients
Requests for proposals
Private-sector solicitation requests
The federal acquisition process: emerging directions
The proposal life cycle
Major proposal components
Acquisition/capture and proposal team activities
The role of the proposal manager
Pursuing international business and structuring international proposals
Proposal production and publication
Human and organizational dynamics of the proposal process
Controlling bid and proposal costs
Tried-and-true proposal writing and editing techniques
Packaging and managing proposal information and knowledge effectively
Leveraging business complexity in a knowledge-based economy
Planning and producing SF330 responses for architect-engineer services
Epilogue
Appendix A: Sample proposal kickoff package
Appendix B: Template to capture important résumé information
Appendix C: Marketing information and intelligence sources: federal, international, and private sector
Appendix D: Glossary of proposal-related terms
Selected list of acronyms and abbreviations
Selected bibliography
About the author
Index

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Artech House
Auteur(s)	Robert S. Frey
Collection	Business proposals; winning government contratcs
Parution	06/04/2005
Édition	4^eme édition
Nb. de pages	370
Format	18 x 26
Couverture	Relié
Poids	1196g
Intérieur	Noir et Blanc
EAN13	9781580539579
ISBN13	978-1-58053-957-9