Successful proposal strategies for small businesses : winning government, private sector, and international contacts


    • Frey, Robert S.


Successful proposal strategies for small businesses : winning government, private sector, and international contacts

Robert S. Frey

(The Artech House technology management and professional development library / Bruce Elbert, series editor)

Artech House, c1999

2nd ed

大学図書館所蔵 件 / 5



Includes bibliographical references (p. 435-451) and index



This guide maps and details every stage of the contractor proposal response lifecycle and shows readers how to produce proposals which maximize their company's strengths and respond fully to client criteria. Step-by-step they learn how to develop proposals that serve as marketing and knowledge management vehicles, how to control and recover proposal costs, how to capitalize on new sources of competitor intelligence, and how to cost-effectively publish attractive proposals. The text also includes details on US regulations affecting acquisitions, and the US government initiatives in Electronic Data Interchange (EDI) and electronic commerce. The accompanying CD-ROM includes bid and proposal (B&P) budgeting templates and control scenarios; a list of proposal- and contract-related acronyms that is searchable electronically; HTML pointers to small-business Web sites; and a proposal data library structures as an electronic tree fro resumes, project summaries and proposal text modules.


  • Competitive proposals and small business
  • strategic partnering with large companies
  • marketing to and with your clients
  • request fro proposals
  • private-sector solicitation documents
  • the federal acquisition process - new directions
  • the proposal lifecycle
  • major proposal components
  • acquisition and proposal team activities
  • the role of the proposal manager
  • structuring international proposals
  • proposal production/publication
  • human and organizational dynamics of the proposal process
  • controlling bid and proposal (B&P) costs
  • tried and true proposal writing and editing techniques
  • packaging and managing proposal information effectively
  • leveraging business complexity in a knowledge economy
  • planning and producing standard form (SF254/255) responses
  • epilogue - thinking to win small business competitive proposals. Appendices: marketing information and intelligence sources
  • select list of acronyms and abbreviations.

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