Strategies For Winning Contracts

Author : Philip R. Atkinson
Publisher : Wolters Kluwer
Page : 406 pages
File Size : 43,8 Mb
Release : 2005-01-01
Category : Business & Economics
ISBN : 9780808012511

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Strategies for Winning Contracts by Philip R. Atkinson Pdf

Strategies for Winning Contracts describes how to plan for and prepare strong proposals for government contracts. The author provides over 180 strategies for proposal planning and preparation including a highly detailed sample proposal. The book's seven chapters contain dozens of tables, charts and graphics that illustrate the processes involved. A glossary and appendix are included as well. Based on the author's extensive experience and high-win ratio, this practical title is an ideal reference for anyone who does business on the federal, state and local levels. Strategies for Winning Contracts addresses service, hardware, software, and construction types of contracts. it provides a general understanding of procurement procedures for federal, state and local contracting agencies as well as proposal preparation for subcontractors.

Author : Joshua P. Frank
Publisher : Unknown
Page : 302 pages
File Size : 55,7 Mb
Release : 2020-01-08
Category : Business & Economics
ISBN : 1733600922

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An Insider's Guide to Winning Government Contracts: Real-World Strategies, Lessons, and Recommendations by Joshua P. Frank Pdf

Author : Tim Hagerty
Publisher : Unknown
Page : 34 pages
File Size : 47,8 Mb
Release : 2018-05-28
Category : Electronic
ISBN : 1983017760

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How to Win Federal Contracts Using Successful Strategies by Tim Hagerty Pdf

This book contains 19 strategies that all federal contracting companies can immediately utilize to start winning more federal government contracts. Each strategy is set up as a comprehensive, step by step guide so you can easily follow through on each one. These strategies were compiled from both experience in the industry as well as from business developers that have been winning federal contracts for over 30 years for large sized prime contractors as well as small businesses from both prime and sub contractor examples. Tim Hagerty has over 15 years in the federal contracting industry and compiled this list of well planned out strategies that will benefit all sized federal contracting companies. If you're a new federal contracting company, you'll want to get this book to help you navigate the the pitfalls, understand how the whole game works and finally have some tops and tricks to win.

Author : Herman R. Holtz
Publisher : Springer Science & Business Media
Page : 299 pages
File Size : 46,8 Mb
Release : 2012-12-06
Category : Business & Economics
ISBN : 9781468409826

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Government Contracts by Herman R. Holtz Pdf

He who knows and knows that he knows is wise; follow him. -ANCIENT PROVERB During a long career of public service as a government procurement and contracting official, I am still surprised to find big, successful corporations making the same mistakes that neophytes in government contracting mak~. And this is particularly true in the matter of writing proposals, which are the crucial element in most major procurement awards. It's true enough, as many suspect, that the big, well-known company has something of an edge over the smaller, lesser-known company com peting for any given government contract-psychologically, at least: The typical government executives, whether contracting officials or program managers, tend to have a bit more faith in the ability of the large company to carry out the program successfully. All things being equal, then, the big company is more likely to get the nod. However, because the large companies are well aware of that, many tend to become "fat, dumb, and happy"-they try to coast or rest on their laurels. That is, they get careless about making a strong enough case for themselves in writing their proposals. And when they lose, often to smaller companies, they are both puzzled and outraged. They have for gotten that all government procurement is a competition-usually both technical and cost competition-and that the "little guy" can win against the "big guy," if he tries hard enough. And especially if the bigger guy is a bit careless and does not put out his best effort.

Author : Gregory A. Garrett,Gail A. Parrott
Publisher : Wolters Kluwer
Page : 394 pages
File Size : 41,7 Mb
Release : 2007-04-01
Category : Law
ISBN : 9780808016120

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Soliciations Bids Proposals & Source Sel by Gregory A. Garrett,Gail A. Parrott Pdf

This fast-paced book walks you through the entire buying and selling life-cycle in just the first chapter. Chapters 2-7 then provide the detailed process inputs, proven tools and techniques, and desired outputs for all three phases and each of the seven key steps which both buyers and sellers must accomplish to achieve business success. Chapters 8, 9, and 10 each provide a thought-provoking discussion of proven effective best practices to improve buying and selling. Each chapter provides best practices in solicitations, bids/proposals, and contracts in a different marketplace. Chapter 8 addresses best practices in the U.S. Federal Government Marketplace. Chapter 9 provides best practices in the U.S. Commercial Marketplace. Finally, Chapter 10 discusses buying and selling best practices in the Multi-National/Global Marketplace. This one-of-a-kind book provides both breadth and depth of practical guidance, which few books have ever delivered. Plus, the authors have included numerous excellent interviews of buying and selling business professionals, from both the U.S. Government and industry. The interviews alone are worth the price of this book. If you are a business professional involved in any aspect of buying or selling products, services, and/or solutions, then this book is a must buy, read, and do!

Author : Malcolm Parvey,Deborah Alston
Publisher : Red Wheel/Weiser
Page : 237 pages
File Size : 52,7 Mb
Release : 2008-01-01
Category : Law
ISBN : 9781564149756

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Winning Government Contracts by Malcolm Parvey,Deborah Alston Pdf

Winning Government Contracts shows you the way. It begins at the beginning, assuming no prior knowledge of the government marketplace and its sometimes complicated terminology. Written in a clear, easy-to-understand language by experienced sales and marketing professionals, this book takes you through the registration and bidding process step by step.

Author : Gene Garofalo
Publisher : Unknown
Page : 278 pages
File Size : 48,9 Mb
Release : 1990
Category : Law
ISBN : PSU:000017104463

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Secrets of Competitive Bidding by Gene Garofalo Pdf

Author : H. Roger Corbett
Publisher : Unknown
Page : 507 pages
File Size : 48,6 Mb
Release : 2011-12
Category : Business & Economics
ISBN : 0578088932

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Proposal Writing for Government Contracts by H. Roger Corbett Pdf

Corbett shares what he learned in his 35 years of experience in the competitive proposal field. Starting with the strategic Bid-No Bid decision, all the way through to the post submittal activities, the process of organizing and writing proposals is laid out in clear steps.

Author : Derek James
Publisher : Independently Published
Page : 38 pages
File Size : 41,7 Mb
Release : 2018-08-15
Category : Business & Economics
ISBN : 1718164432

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Winning Government Contracts Workbook by Derek James Pdf

"Winning Government Contracts Workbook" is a supplement to the book "Winning Government Contracts". This Workbook corresponds directly with the GovKid Method, that is described in Part two of the book. Derek created this Workbook to put the GovKid Method into action. Use the resources in this book to assist you along each step of the way. It is highly recommended that both books are read and utilized together. Derek is passionate about teaching his method to small business owners that want to learn how to sell to the Federal Government. He helps small businesses in many different capacities, depending on their needs, and their ultimate goals for their business. Derek continues to focus on publishing books and other learning materials that can help small businesses expedite their path to winning government contracts. Visit his website www.govkidmethod.com to learn how you can best take advantage of his accrued experience and strategies for your business.

Author : Robert S. Frey
Publisher : Artech House
Page : 724 pages
File Size : 50,9 Mb
Release : 2012
Category : Business & Economics
ISBN : 9781608074747

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Successful Proposal Strategies for Small Businesses: : Using Knowledge Management to Win Government, Private-Sector, and International Contracts, Sixth Edition by Robert S. Frey Pdf

Here's your one-stop-shop for winning new business! The new, Sixth Edition of this perennial bestseller updates and expands all previous editions, making this volume the most exhaustive and definitive proposal strategy resource. Directly applicable for businesses of all sizes, Successful Proposal Strategies provides extensive and important context, field-proven approaches, and in-depth techniques for business success with the Federal Government, the largest buyer of services and products in the world. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Small companies with a viable service or product learn how to gain and keep a customer 's attention, even when working with only a few employees. Offering a greatly expanded linkage of proposals to technical processes and directions, the Sixth Edition includes a wealth of new material, adding important chapters on cost building and price volume, the criticality of business culture and investments in proposal success, the proposal solution development process, and developing key conceptual graphics. CD-ROM Included: Features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to Small Business Web Sites; a comprehensive, fully searchable listing Proposal and Contract Acronyms; and a sample architecture for a knowledge base or proposal library.

Author : Tekemia Dorsey
Publisher : Unknown
Page : 128 pages
File Size : 43,8 Mb
Release : 2022-06-10
Category : Electronic
ISBN : 9798986293332

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A Primer on Winning Government Contracts by Tekemia Dorsey Pdf

For government contracting to go well, you need to know exactly how to use contract terms and understand current federal rules and relevant case law. This book gives you ready definitions for national contracting terms, phrases, and acronyms used in government procurement. This saves you time and makes your procurement program stronger. The terminology is completely up-to-date and reflects changes in laws and rules. Some of the terms are directly related to government contract law, such as the rules and procedures that the federal government must follow. This book gives clear explanations of both general and agency-specific federal contracting terms. This essential guide to today's government contract terms is set up in an easy-to-use alphabetical format and has full cross-references. It will help you buy goods and services quickly and with confidence.

Author : Edward W. Merrow
Publisher : John Wiley & Sons
Page : 311 pages
File Size : 41,7 Mb
Release : 2022-12-13
Category : Business & Economics
ISBN : 9781119902096

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Contract Strategies for Major Projects by Edward W. Merrow Pdf

Major Projects are Delayed by Months or Years, and Cost Millions More Than Budgeted, Because of Common Mistakes Made at the Contracting Stage Organizations that invest huge amounts of capital in major building/industrial projects almost never do the engineering and building themselves. They hire engineering and construction contractors to do it for them. Unfortunately, selecting contractors and negotiating the terms of a major project is one of the most difficult aspects of project management...and organizations waste billions of dollars and "bake in" months or years of delay by doing it wrong. Contracting is also the area of project management that is most prone to firmly held opinions unencumbered by any facts. We intend to remedy that situation with this book. Drawing on a properietary detailed database of over 1100 major projects, the world's leading industrial engineering project consultant, Ed Merrow explains: Key Principles of Contracting for Major Projects: Owners are from Mars; contractors are from Venus All the biggest risks in contracting belong to the owner Contracting “games” will normally be won by contractors, not owners Most risk transfer from owners to contractors is an illusion Contractors do good projects well and bad projects poorly Contractors may have shareholders, but they are not your shareholders! Mixing different contract types with different contractors on the same project is unwise Economize on the need for trust; trust only when being trustworthy has value Merrow also explains: Which contract incentives work and which don’t and WHY Which of over a dozen contracting strategies work best and which ones hardly ever work and WHY The strategic advice in this book is designed for owners and contractor project managers, team members and supply chain, executives, and other business leaders involved in major projects. It's also an indispensable resource for engineers, leaders of industrial firms, bankers, and academics studying the messy realities of the construction and engineering industries.

Author : Michael O'Guin,Kim Kelly
Publisher : Lulu.com
Page : 337 pages
File Size : 54,6 Mb
Release : 2012-11-24
Category : Electronic
ISBN : 9781300413349

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Winning the Big Ones: How Teams Capture Large Contracts by Michael O'Guin,Kim Kelly Pdf

The authors, using the techniques in Winning the Big Ones, have helped their clients win over $286 Billion in contract awards with an 86%% win rate. This book describes how capture teams pursue and win large contracts. Learn how top performing capture teams pursue and win large contracts:* Structure your business acquisition process like the top performers* Select the best few opportunities* Develop a win strategy that differentiates your solution on those attributes most important to the customer* Establish the Price-to-Win to bid the highest price possible and win* Collect intelligence and conduct competitive analysis* Influence the customer to shape the acquisition to improve your position* Pre-sell your solution* Organize and staff the capture team* Craft persuasive win themes and proofs of benefits* Close the sale with effective negotiation strategies.All of these techniques are illustrated with a hundreds of real world examples.

Author : Ian Heaphy
Publisher : ICE Publishing
Page : 0 pages
File Size : 53,9 Mb
Release : 2021-10-04
Category : Technology & Engineering
ISBN : 0727763717

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Procurement and Contract Strategies for Construction by Ian Heaphy Pdf

Procurement and Contract Strategies for Construction is essential reading for a wide range of construction professionals, particularly commercial, contractual and procurement staff. It will also be of interest to students on university and professional courses that cover procurement and contract strategy.

Author : Joshua Frank
Publisher : Unknown
Page : 128 pages
File Size : 55,9 Mb
Release : 2021-10-15
Category : Electronic
ISBN : 1733600981

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The Government Sales Manual by Joshua Frank Pdf