WINNER: Business Book Awards 2018 - 'Selling The Dream' category (1st edition)
In an increasingly competitive professional services sector, it is vital that firms have an effective tendering strategy. The advantages gained from winning and retaining clients can be transformative, and the cost of losing key tenders can be catastrophic.
Strategic Tendering for Professional Services provides end-to-end best practice guidance, from the crucial decision of which request-for-proposals to respond to, right through to the all important face-to-face presentation and post-pitch follow-up.
Now in its second edition, this practical book captures insights from both sides of the market through interviews with both proposal professionals and decision makers from the client side. Focusing on key considerations, including the need for diversity and inclusion, providing evidence of global citizenship and how public sector pitching differs from the private sector, this book is packed with features and tools to help professionals turn guidance into practice.
Strategic Tendering for Professional Services is the essential guide to improving your pitches, honing your tendering skills and boosting your win rate.
eBook - ePub
Strategic Tendering for Professional Services
Win More, Lose Less
- English
- ePUB (mobile friendly)
- Available on iOS & Android
eBook - ePub
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Information
Table of contents
- List of figures and tables
- About the authors
- Acknowledgements
- Foreword
- A book in a page (or two)
- 01 Introduction
- 02 The yes/no game
- 03 Listen very carefully (to the client)
- 04 Diversity and inclusion
- 05 Planning to win
- 06 We need to talk about procurement
- 07 Smart pricing
- 08 The art of writing a persuasive proposal
- 09 Public sector pitching
- 10 Presenting: closing the sale
- 11 Post-pitch feedback – if you don’t ask, you don’t get
- 12 Technology: a new competitive advantage?
- 13 Where do we go from here?
- Appendix: How to manage a billion-dollar pitch
- Index
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Yes, you can access Strategic Tendering for Professional Services by Matthew Fuller,Tim Nightingale in PDF and/or ePUB format, as well as other popular books in Business & Business Development. We have over 1.5 million books available in our catalogue for you to explore.