Strategic tendering for professional services : win more, lose less

By:

Fuller, Matthew

Contributor(s):

Nightingale, Tim

Publication details: Kogan Page 2022 LondonEdition: 2nd edDescription: 255pISBN:

9781789668445

Subject(s):

DDC classification:

658.723 FUL

Summary: 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.

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode	Item holds
Book	Jammu General Stacks	Non-fiction	658.723 FUL (Browse shelf(Opens below))	Available		IIMJ-6353

Total holds: 0

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Table of 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

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.

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