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Successful proposal strategies for small business : using knowledge management to win government, private sector, and international contracts /
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Boston :
Artech House,
©2002.
|
| Edición: | 3rd ed. |
| Colección: | Artech House professional development and technology management library.
|
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Competitive proposals and small business
- From set-asides to full and open competition
- Small business constraints
- Maximizing small business strengths
- SBIR and STTR programs
- Organizing your company to acquire new business
- Effective strategic and mission planning
- Converting knowledge into proposal success
- KM benefits proposal development
- Internal and external clients: looking at clients in a whole new way
- Strategic partnering and subcontracting opportunities
- Subcontracting opportunities and pathways to success
- Critical success factors
- Specific strategies for achieving subcontracts
- Becoming part of a governmentwide acquisition contract (GWAC) team
- Streamlined delegation of authority process
- How mentor-protege programs can help your business
- Marketing to and with your clients
- More than just selling
- Transactions are personal--people buy from people
- Listen to your client
- Infuse marketing intelligence into your proposal
- Intelligence gathering and analysis techniques
- Call plans
- Maintain management visibility on your contracts
- Project managers as client managers
- Commercial off-the-shelf acquisition
- Pursuing firm-fixed-price and invitation-for-bid opportunities
- Using the request for information and the request for comment as valuable marketing tools
- Standard Form 129s and contractor prequalification statements
- Ethics in marketing and business development
- Advertising, trade shows, and high-impact public relations
- Requests for proposals.