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Few organizations serving the business community today are not required to compete for work. The need for these organizations to acquire the skills to succeed in competitive tenders and new business presentations has become vital. This practical guide provides companies with the tools they need to make formal proposals successful and to win new business. It provides a distillation of good and bad practice and sets out in clear and precise terms a framework within which competitive tenders can be successfully conducted.
| ISBN | 0273601709 | | Co_publisher | The Financial Times | | ISBN13 | 9780273601708
(What's this?) | | Weight (grammes) | 480 | | Publisher | Pearson Professional Education | | Published in | Harlow | | Imprint | Financial Times Prentice Hall | | Series editor | Jesshope, Chris (University of Southampton), Klappholz, David (Stevens Insitute of Technology, USA) | | Format | Hardback | | Series title | Financial Times | | Publication date | 20 Dec 1993 | | Height (mm) | 234 | | DEWEY | 658 | | Width (mm) | 156 | | DEWEY edition | DC12A | | Academic level | Further/Higher education, Technical/vocational | | Pages | 288 | |
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| | | Acknowledgements | | | | | | Foreword | | | | 1 | | The Rise of the Proposals Phenomenon | | 1 | | 2 | | Responding to the Invitation | | 19 | | 3 | | Laying the Foundations for Success | | 39 | | 4 | | Choosing the Right Team | | 61 | | 5 | | Research Methods | | 79 | | 6 | | Interviews | | 93 | | 7 | | Finalising the Strategy | | 111 | | 8 | | The Proposal Document | | 131 | | 9 | | The Presentation | | 161 | | 10 | | Follow-Up | | 183 | | 11 | | Proposals: Building Competitive Advantage | | 197 | | | | Index | | 201 |
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