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Full Description
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.
Contents
Chapter - 01: Introduction;
Chapter - 02: To pitch or not to pitch?;
Chapter - 03: What does the client want?;
Chapter - 04: Diversity;
Chapter - 05: Planning to win;
Chapter - 06: The procurement predicament;
Chapter - 07: Smart pricing;
Chapter - 08: Global citizenship;
Chapter - 09: Writing success;
Chapter - 10: Public sector pitching;
Chapter - 11: Presenting to win;
Chapter - 12: Following up and post pitch feedback;
Chapter - 13: Technology and tools;
Chapter - 14: There has to be a better way
