Successful Proposal Strategies for Small Businesses: Using Knowledge Management to Win Government, Private Sector, and International Contracts Third Edition
Copyright
Dedication
Contents
Acknowledgments
Introduction
Chapter1 Competitive proposals and small business
Chapter 2 Strategic partnering and subcontracting opportunities
Chapter 3 Marketing to and with your clients
Chapter 4 Requests for proposals
Chapter 5 Private-sector solicitation requests
Chapter 6 The federal acquisition process: emerging directions
Chapter 7 The proposal life cycle
Chapter 8 Major proposal components
Chapter 9 Acquisition and proposal team activities
Chapter10 The role of the proposal manager
Chapter11 Structuring international proposals
Chapter 12 Proposal production and publication
Chapter 13 Human and organizational dynamics of the proposal process
Chapter 14 Controlling bid and proposal costs
Chapter 15 Tried-and-true proposal writing and editing techniques
Chapter 16 Packaging and managing proposal information and knowledge effectively
Chapter17 Leveraging business complexity in a knowledge-based economy
Chapter 18 Planning and producing SF254/255 responses for architect-engineer services
Epilogue Thinking to win smallbusiness competitive proposals
Appendix A One agencyís response to acquisition streamlining
Appendix B Sample proposal kickoff package
AppendixC Template to capture important rÈsumÈ information
AppendixD Marketing information and intelligence sources: federal, international, and private sector
Appendix E Glossary of proposal-related terms
Selected list of acronyms and abbreviations
Selected bibliography
About the author
Index