Winning government business : gaining the competitive advantage with effective proposals / Steve R. Osborne.

Format:

Book

Author/Creator:

Osborne, Steve R., 1947- author.

Language:

English

Subjects (All):

Public contracts--United States.

Public contracts.

Proposal writing in public contracting.

Letting of contracts.

Government purchasing--United States.

Government purchasing.

Physical Description:

1 online resource (423 p.)

Edition:

2nd ed.

Place of Publication:

Vienna, Virginia : Management Concepts, 2011.

Language Note:

English

System Details:

text file

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

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

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

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

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

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

Other Customer Interactions

Notes:

Includes index.

Description based on print version record.

ISBN:

9781523096664

1523096667

9781567263534

1567263534

OCLC:

1020496920