Bids, Tenders and Proposals

Harold Lewis is a writer, editor and independent consultant with more than 30 years' professional experience of working with client authorities and consultancy organisations. Having written over 200 successful bids and proposals, he is a leading authority on the development and writing of competitive tenders for professional services contracts and consultancy assignments.

1A bid to succeed1 About this book 1; Guidelines to set you on course 4; Developing skills in bid writing 7; Market research and intelligence 8 2Bidding for public sector contracts13 The EU procurement framework 13; Key aspects of the procurement regulations 15; Outline of the procurement process 20; Priorities for the public sector 23; Bidding for project funding 26 3Tendering for the private sector29 Equal concern for value for money 29 4Bidding for research funding34 Tendering for EU-funded research 35; Essential dos and don'ts 41; Research council and government funding 43 5Pre-qualifying for tender opportunities46 Pre-qualification information 48; Guidance to get you ahead 50; Capability statements 52 6Deciding to bid54 Issues to consider 55; Risk assessment 63 7Analysing the bid specification66 Points for checklists 68 8Managing the bid81 Planning and coordination 82; Document management and version control 86; Programming production and delivery 89; Checking bid quality 90; Bringing together resources and inputs 92; Using a bid development worksheet 96; Maintaining bid records 96; Bid development outline 100 9Talking to the client101 10Bidding in partnership105 Guidelines for association 106; Overseas bids: teaming up with local associates 109 11Thinking the work through114 Get the measure of the work 115; Match technical content and price 116; Recognize and manage risk 117; Reduce the risk of contract failure 120 12Developing and writing the bid122 Structuring the content 123; Thinking different 129; Bid letters 130; Two items that add value to the bid - a summary and a response matrix 131; Creating the text 133; Editing the bid 138 13Explaining approach and methodology146 Shaping the argument 146; Commenting on the bid specification 147; Writing about methodology 148 14Focusing on contract management159 Team management and resources 161; Management interface 164; Quality management 169 15Defining outputs and deliverables171 Contract deliverables 172 16Communicating added value178 17Presenting CVs184 Management of CVs 185; Standardizing CV format and structure 187; Basic structure for CVs 190; Resumes 197 18Describing professional experience198 Client references 198; Project summaries 200; Bringing experience to life 202 19Making good use of graphics205 Types of bid graphics 206; Guidelines for effective graphics 206; Design software 209; The bid cover 210; Bid design and page layout 210 20Stating your price213 Components of price information 214; Cost assumptions 219; Payment 221; Separate financial proposals 222; Best practice in dealing with price 224; Financial information in research bids 227 21Producing and submitting the bid229 Electronic submission 229; Size and presentation 231; Packaging and delivery 233 22Understanding how clients evaluate tenders235 Evaluation criteria in public sector procurement 235; Methods of evaluating bids 237; Questions clients ask 241; Evaluation of research proposals 247 23Presentations to clients249 Planning and making the presentation 249; Visual aids 252; Pitfalls to avoid 252 24Do your own tender auditing254 Using feedback from clients 254; The auditing procedure 255; Audit parameters in detail 259; Applying the results of the audit 264 25Ten true stories266 And the moral of these stories? 270