TY  - GEN
AU  - Fuller, Matthew 
AU  - Nightingale, Tim
TI  - Strategic tendering for professional services: : win more, lose less
SN  - 9781789668445
U1  - 658.723 
PY  - 2022///
CY  - London
PB  - Kogan Page
KW  - Negotiation in business
KW  - Letting of contracts
KW  - Business consultants
N1  - 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
N2  - 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
ER  -