Bids, Tenders and Proposals: Winning Business Through Best by Harold Lewis

By Harold Lewis

A pragmatic consultant to profitable contracts and investment via aggressive bids, tenders and suggestions. utilizing examples and checklists, it explains how you can create bids which are amazing in either technical caliber and cost for cash.

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Or is there scope for you to limit your exposure to risk by working as a subcontractor to a larger firm? • If the bid is for an overseas client: ♦ In what currency will you receive payment? ♦ Will you require special financial services such as foreign currency loans and overdrafts, short-term finance and export funding or risk management services to guard against transaction exposure? The effects of swings in exchange rates can dwarf the scale of profits or losses from the contract itself. ♦ If the contract involves a long-term assignment in an economy prone to inflation, is there a credible local index to which you can link contract prices?

It is often large business groups and enterprises that hold the real levers of power and make the key decisions, because it is they that drive the mechanism of what may be termed 'patronage' in some contexts and 'corruption' in others. You may be able to find answers to some of the questions in this list from people in your personal and professional network of contacts, or even colleagues in your firm. Do they know the client and its business practices? Have any of them worked with a competitor firm?

Where a logframe is provided, take account of its structure and content in shaping the text of the bid. 38 Chapter 7: Analysing the Bid Specification Chapter 7: Analysing the Bid Specification 39 Issues and priorities Issues are questions that need to be decided, matters that need to be resolved: they are not necessarily the same as problems. The bid specification may sometimes not reveal all the issues underlying the contract or the real priorities of the client. As noted earlier, there may be good business reasons or political considerations that dictate what is said in the specification.

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