How to Build a Winning Bid Team

Practical advice to improve key skills that help you win more business

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Winning new contracts when you're bidding against experienced and well-resourced competitors can often be a nerve-wracking business. Even if you know your product or service is better than your competitors, you can't be certain you won't lose out because the other's bidding skills are better.

This book, based on 62 companies' experience of competitive bidding, can help you develop a systematic plan to raise your team's bidding skills. The action-oriented text focuses on 20 key bidding skills that are critical when pitching for new contracts.

The book is organised so that, with each skill, you can focus on what's most important in your company, then take decisions on how to improve those skills which are most critical. For each skill, the book describes the key issues you need to address. Then it provides an outline action plan and a listing of resources to help you put in place your own winning bid team development programme.

• Price: £12.95
• Publisher: New Venture Publishing
• Pages: 136
• Format: Paperback 218mm x 134mm
• ISBN: 0-9552336-1-5
  978-0-9552336-1-6

Contents

1. The new competitive landscape
2. Making a winning presentation
3. Defining product value in customers' terms
4. Learning how customer buying centres work
5. Building or redesigning a bidding process
6. Completing tender documents successfully
7. Finding and using competitive intelligence
8. Drafting proposals
9. Developing key messages about company and products
10. Managing the prospect relationship
11. Identifying potential new customers
12. Developing bid team leadership
13. Managing a bid team
14. Defining and managing a bid team budget
15. Developing bid team communication skills
16. Recruiting and training bid team members
17. Developing negotiating skills
18. Understanding the role of internal stakeholders
19. Understanding global bidding trends
20. Pitching against international competitors
21. Developing and using reference sites

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