Successful proposal strategies for small businesses using knowledge management to win government private sector and international contracts 3rd Edition by Robert Frey ISBN 978-1580533324 1580533324

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Product details: 

ISBN 10:  1580533324

ISBN 13:  978-1580533324

Author: Robert S. Frey

Expanded and revised again for its Third Edition, this popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, practical, and easy to use. They help small and mid-sized businesses as well as non-profit organizations and public-sector agencies to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes. These, in turn, contribute to increased contract awards and enhanced levels of revenue. Using this book, any small company or organization with a viable product or service can learn how to gain and keep a client’s attention, even when working only a few employees. Entrepreneurs can use this resource to assist in the establishment of best-of-breed business development, proposal development, knowledge management, and publications infrastructures and processes within their organizations. In many ways, a small company’s future performance in the marketplace will be a direct result of how effectively it chooses to implement the disciplined business development, proposal development, and KM processes and methodologies as well as the modes of thinking presented in this work. All 18 chapters have been updated and expanded to provide you with the very latest guidance on effective proposaling—so essential to the growth and development of your organization.

Table of contents: 

1. Competitive Proposals and Small Business

2. Strategic Partnering and Subcontracting Opportunities

3. Marketing to and with Your Clients

4. Requests for Proposals

5. Private-Sector Solicitation Requests

6. The Federal Acquisition Process: Emerging Directions

7. The Proposal Life Cycle

8. Major Proposal Components

9. Acquisition/Capture and Proposal Team Activities

10. The Role of the Proposal Manager

11. Pursuing International Business and Structuring International Proposals

12. Proposal Production and Publication

13. Human and Organizational Dynamics of the Proposal Process

14. Controlling Bid and Proposal Costs

15. Tried-and-True Proposal Writing and Editing Techniques

16. Packaging and Managing Proposal Information and Knowledge Effectively

17. Leveraging Business Complexity in a Knowledge-Based Economy

18. Planning and Producing SF330 Responses for Architect-Engineer Services

19. Preparing for Graduation from the 8(a) Program

20. Small Business Entrepreneurs in the Federal Marketspace: Leader Self-Efficacy and Resource Allocation Decisions

21. Epilogue: Thinking to Win Small-Business Competitive Proposals

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