Creating Winning Bids 1st Edition by Basil Sawczuk ISBN 1000705110 9781000705119

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ISBN 10: 1000705110 
ISBN 13: 9781000705119
Author: Basil Sawczuk

‘Creating Winning Bids’ sets out the key stages in the production of a winning bid. Based on tried and tested methods, and using a simple step-by-step process, it will improve your chances of success in what can otherwise seem a daunting and complex process. Distilling the author’s experience of over 25 years of bidding in the public and private sectors, it is packed with practical tips about what your client really wants to see. Beginning with a concise look at how to find new opportunities for work, it examines the various types of bid that can be made and includes invaluable explanations of the jargon used in the bidding process – from OJEU to PQQs. Illustrated throughout with useful diagrams and checklists, and covering a range of procurement routes, this guide will help anyone from the sole practitioner to the large firm with a dedicated bidding team to create practical and perfectly-tailored winning bids.

Creating Winning Bids 1st Table of contents:

CHAPTER 1 FINDING OPPORTUNITIES TO BID FOR WORK
Not so daunting
Bidding to win work
Understanding the bidding process
Types of bid
Ways to make a bid
E-procurement and e-auctions
Bidding through procurement agencies
CHAPTER 2 WHAT TO ESTABLISH BEFORE TENDER OR PRE-QUALIFICATION RELEASE
The need for background information
Things to know before the documentation is received
CHAPTER 3 CREDIBILITY, CAPABILITY, COMPATIBILITY AND RELIABILITY (THE 3Cs + R TEST)
The 3Cs + R test
Credibility
Capability
Compatibility
Reliability
Reasons why bids fail and the need to obtain feedback
‘Bid or no bid’ decision
How good is your relationship?
Increase your chances of success
CHAPTER 4 IMPROVING YOUR CHANCES OF SUCCESS THROUGH BETTER UNDERSTANDING OF YOUR COMPETITORS
Is there a favourite already?
How to win if there is a favourite
If there is an incumbent, focus on the service gap
What to do if you are the incumbent
Compare yourself to the competition
Differentiate yourself from your competitors to increase your chances of success
Differentiate through customer service
Maximising your strengths and subtly revealing the weaknesses in your competition
CHAPTER 5 PREPARATION AND PLANNING THE PROCESS
Timetable and process
Contributors and team selection
Keep the prospective client involved
Process for preparing the document
Process, revision and reviews
Themes and winning strategy
Format and production
CHAPTER 6 CREATING THE DOCUMENT
The seven-step checklist on content – the ‘must have’ elements
Step 1: Write the content to address the evaluation criteria
Step 2: Do you pass the ‘so what?’ test (all about features and benefits)
Step 3: Address all the issues the client may have
Step 4: Use the client’s language
Step 5: See your answer from the client’s point of view
Step 6: Create a reason to select your proposal
Step 7: Be compliant
Writing an executive summary
Principles of clear writing
Avoid being sidetracked when writing
Structuring the answer
Layout and style
Patterns, signposts and bridges
Using lists, tables and graphics
CHAPTER 7 USING APPENDICES
When to use an appendix
Make an appendix appropriate
Format
Content
Example of an appendix
CHAPTER 8 SHOWING OFF PAST PROJECTS
The need to demonstrate skills, experience and capability
The need for a knowledge bank
The use of project stamps, mini project profiles, project profiles and case studies to illustrate a point
Format and content
CHAPTER 9 OTHER CONSIDERATIONS
Incorporating third party endorsements
Supplying client references

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