Engineer's and Manager's Guide to Winning Proposals

By: Donald V. Helgeson

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Hardcover | 31 July 1994

At a Glance

Hardcover
236 Pages

Dimensions(cm)
24.13 x 15.88 x 1.91

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Here's a no-nonsense approach to the proposal process by an engineer who has worked in the trenches and knows the practical solutions to getting the job done. This book brings order out of the often chaotic frenzy that characterizes most proposal efforts. From marketing effort to BAFO, this book takes you step by step trough each phase -- the substance of what makes a winner.

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You Can Find This Book In

Non-Fiction Business & Management Business Communication & Presentation Language & Linguistics Reference, Dictionaries & Guides Writing & Editing Guides Business Strategy Management & Management Techniques Language Learning & Teaching Specific Skills of Learning Language Writing Skills Engineering & Technology

Technology in General Engineering in General

Foreword	p. vii
Acknowledgments	p. ix
Introduction	p. xi
The Marketing Function: Where It All Begins	p. 1
Introduction	p. 1
The Marketing Organization	p. 3
Customer Relations	p. 11
The Bid/No Bid Decision	p. 14
The Role of Marketing in Proposal Preparation	p. 26
Organizational Structures	p. 29
The Appalling Truth	p. 29
Axioms of Attila the Hun et al.	p. 33
Organizational Structure Criteria	p. 35
Interfaces	p. 37
Span of Control	p. 38
Resource Control	p. 38
Some History and How to Overcome It	p. 38
Summary	p. 48
How Proposals Are Organized	p. 49
Elements of a Contract	p. 49
The Executive Summary	p. 51
The Technical Proposal	p. 54
The Management Proposal	p. 59
Model Phase-In Plan Outline	p. 70
A Systematic Approach to Getting Started (or How to Avoid Proposal Paralysis)	p. 3
Preliminary Preparations	p. 76
Preparations Prior to Writing	p. 78
Preparations for Writing	p. 79
How to Get Started Writing	p. 85
Writing Techniques: The Good, The Bad, and The Ugly	p. 91
The Golden Rule	p. 92
The Cardinal Rules	p. 92
Some Ants in Your Picnic Lunch	p. 96
The Six Deadly Sins of Proposal Writers	p. 98
How the Customer Evaluates Your Proposal	p. 107
Proposal Evaluation Boards--the Source Selection Authority, the Source Selection Advisory Committee, and the Source Selection Evaluation Board	p. 108
The Source Selection Process	p. 110
The Evaluation Process	p. 113
Rating Techniques	p. 118
Contract Considerations	p. 120
Deficiencies	p. 120
What is Wrong with the Government's Evaluation Process? And What is Being Done to Correct It?	p. 126
Why Some Proposals Don't Make the Grade	p. 141
The Six Reasons Why Proposals Fail to Make the Grade	p. 141
Special Applications	p. 161
Engineering Development Contracts	p. 161
Grants	p. 165
Research and Development Contracts	p. 172
The Small Business Innovative Research (SBIR) Program	p. 172
What Every Proposal Manager Needs To Know	p. 185
Establish the Extent of Your Authority	p. 185
Do Your Homework	p. 187
Organization of the Proposal Team	p. 188
The Proposal Plan	p. 188
The General Outline	p. 190
The Organization Chart	p. 191
Meetings	p. 192
The Costing Effort	p. 193
Red Teams and Management Reviews	p. 195
Consultants	p. 196
The Bidders' Conference and Bidders' Tour	p. 199
The Orals or QandA Phase	p. 202
The BAFO	p. 206
List of Acronyms	p. 207
Table of Contents provided by Syndetics. All Rights Reserved.

Engineer's and Manager's Guide to Winning Proposals

At a Glance

Hardcover

Shipping

How to return your order

Defective items

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