By Harold Lewis
A realistic consultant to successful contracts and investment via aggressive bids, tenders and recommendations. utilizing examples and checklists, it explains how one can create bids which are impressive in either technical caliber and price for cash.
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Additional resources for Bids, Tenders and Proposals: Winning Business Through Best Practice
Does the client require the bid to be in a language other than English, or to be submitted in the client's language as well as English? • The client may supplement the bid specification with statistics and other data related to the contract. From your knowledge of the client or the country, how reliable and current do the data appear? Will your work programme need to provide for additional surveys and research? • Are there issues of contract law, taxation, foreign exchange, industrial relations and so forth that will need to be defined?
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?
Is it a good client to work for? Has it paid on time or argued about invoices? Have you got on well with its managers and other personnel? Do you know what client managers think of you? Has the client had occasion to criticize the way your business has performed on previous contracts - for example, your capacity to deliver on schedule or the effectiveness of your team management? If so, what impact is your past record likely to have on your chances of success? • How well do you understand the business needs and attitudes of decision makers in the client organization?