Description
KOGAN PAGE LIMITED Strategic Tendering for Professional Services 2/e by Mathew Fuller Tim Nightingale
WINNER: Business Book Awards 2018 - 'Selling The Dream' category (1st edition)_x000D__x000D_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. _x000D__x000D_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. _x000D__x000D_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. _x000D__x000D_Strategic Tendering for Professional Services is the essential guide to improving your pitches, honing your tendering skills and boosting your win rate._x000D_ _x000D_
Chapter - 01: Introduction;_x000D_
Chapter - 02: To pitch or not to pitch?;_x000D_
Chapter - 03: What does the client want?;_x000D_
Chapter - 04: Diversity;_x000D_
Chapter - 05: Planning to win;_x000D_
Chapter - 06: The procurement predicament;_x000D_
Chapter - 07: Smart pricing;_x000D_
Chapter - 08: Global citizenship;_x000D_
Chapter - 09: Writing success;_x000D_
Chapter - 10: Public sector pitching;_x000D_
Chapter - 11: Presenting to win;_x000D_
Chapter - 12: Following up and post pitch feedback;_x000D_
Chapter - 13: Technology and tools;_x000D_
Chapter - 14: There has to be a better way_x000D_