| Description |
1 online resource (1 volume) : illustrations |
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data file |
| Note |
Includes index. |
| Contents |
Title Page; Copyright; About the Author; Dedication; Contents; Preface; Part 1 -- The Foundations of Winning Proposals; Chapter 1 -- Winning New Business from the Federal Government; Why Proposals?; Why Is Proposal Preparation So Difficult?; Puzzling RFP Structure and Content; Inconsistent or Confusing RFP Requirements; Insufficient Time; Lack of Proposal Skills and Experience; Lack of Tools and Processes; Winning; Common Proposal Mistakes; Key Characteristics Of Winning Bids; Keys To Winning Consistently; Value Of Winning; Solving The Problem; Gaining The Competitive Advantage |
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Chapter 2 -- Anatomy of a Government RFPPart I-The Schedule; Section A: Solicitation/Contract Form; Section B: Supplies or Services and Prices/Costs; Section C: Description/Specifications/Statement of Work; Section D: Packaging and Marking; Section E: Inspection and Acceptance; Section F: Deliveries or Performance; Section G: Contract Administration Data; Section H: Special Contract Requirements; Part II-Contract Clauses; Section I: Contract Clauses; Clauses Incorporated By Reference; Part III-List Of Documents, Exhibits, And Other Attachments; Section J: List of Attachments |
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Part IV-Representations And InstructionsSection K: Representations, Certifications, and Other Statements of Offerors or Respondents; Section L: Instructions, Conditions, and Notices to Offerors or Respondents; Section M: Evaluation Factors for Award; Chapter 3 -- Federal Government Source Selection; The Federal Acquisition Regulation; The Federal Government Acquisition Process; Market Research; Acquisition Strategy and Methodology; Development of RFP Evaluation Factors, Subfactors, and Criteria; Source Selection Organization; Source Selection Plan; Overview of the Source Selection Process |
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Technical EvaluationScoring Systems; Technical Strength, Weakness, Uncertainty, and Deficiency; Proposal Risk; Proposal Risk versus Technical Weaknesses; Summary of Technical Evaluation; Winning the Technical Evaluation War; Past Performance Evaluation; Sources of Past Performance Information; Past Performance Assessment; Tips for Maximizing Past Performance Scores; Cost Evaluation; Integrated Assessment; Competitive Range; Comparative Analysis of Proposals; Final Source Selection; Part 2 -- The Pre-Proposal Phase; Chapter 4 -- Strategic Business Planning |
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Strategic Planning as Part of the Business Acquisition ProcessStrategic Planning as a Competitive Advantage; Developing a Mission Statement; What; Who; How; Why; Value of the Mission Statement; Strategic Business Modeling; Lines of Business; Strategic Success Indicators; Strategic Activities; Assessing Necessary Culture; Organizational Performance Assessment; Competitor Analysis; Gap Analysis; Developing and Implementing Action Plans; Chapter 5 -- Long-Term Positioning; Developing Customer Relationships; Visits by Senior Management; Annual Briefing of Your Company Capabilities |
| Summary |
In the battle for government contracts, seize the competitive advantage with Winning Government Business: Gaining the Competitive Advantage with Effective Proposals, Second Edition. Contents Part 1: The Foundations of Winning Proposals Winning New Business from the Federal Government Anatomy of a Government RFP Federal Government Source Selection Part 2: The Pre-Proposal Phase Strategic Business Planning Part 3: The Proposal Development Phase Long-Term Positioning Building and Organizing the Capture Team Pre-Proposal Phase Activities Bid Strategy Analyzing Customer Requirements Deve. |
| Subject |
Public contracts -- United States.
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Proposal writing in public contracting.
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Letting of contracts.
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Government purchasing -- United States.
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Soumissions (Droit administratif) |
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Adjudication administrative. |
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bids (documents) |
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Government purchasing |
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Letting of contracts |
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Proposal writing in public contracting |
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Public contracts |
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United States |
| Other Form: |
Print version: Osborne, Steve R., 1947- Winning government business. 2nd ed. Vienna, VA : Management Concepts, ©2011 9781567263220 (DLC) 2010047993 (OCoLC)682903859 |
| ISBN |
9781567263534 |
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1567263534 |
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1567263224 |
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9781567263220 |
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