Professional Services Proposals Handbook: A Practical Guide to Winning the Competitive Bidding Process

1. Auflage 2017
ISBN: 978-0-7494-7851-3
Verlag: Kogan Page

Buch, Englisch, 208 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 327 g

WINNER: Business Book Awards 2018 - Selling the Dream Category

Competitive bidding for work is a long-established aspect of business within the professional services and consulting sector. For many markets, pitching has become a critical element of both attracting and retaining business. Combating clients' demands and intense competition, firms that want to win and retain business need business development and marketing teams that are experts in creating compelling proposals. Strategic Tendering for Professional Services offers a masterclass in improving your pitching skills and processes.

Drawing on insights from current pitch and proposal professionals and client-side procurement teams, Strategic Tendering for Professional Services provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process on best practice and strategies for success.

Packed with practical features to help readers put guidance into practice, Strategic Tendering for Professional Services also supports business-wide improvement with a clear analysis of the processes and systems available to support pitch assembly and reporting. Whether you are a bid and proposal professional looking for extra tools, a business development or marketing manager providing support and expertise to partners, or a professional wanting to improve pitching skills, this book will be key to winning opportunities that will set the firm apart.

Autoren/Hrsg.

Fuller, Matthew

Nightingale, Tim

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Unternehmensberatung, Unternehmenssubventionen
• Rechtswissenschaften Steuerrecht Unternehmensberatung

Inhaltsverzeichnis

Chapter - 01: Introduction - Why use the Proposals Book?; Chapter - 02: To pitch or not to pitch?; Chapter - 03: What does the client want?; Chapter - 04: Planning to win; Chapter - 05: The procurement predicament; Chapter - 06: Smart pricing; Chapter - 07: Writing to win; Chapter - 08: Presenting to win; Chapter - 09: Following up and post pitch feedback; Chapter - 10: Tools and technology; Chapter - 11: There has to be a better way; Chapter - 12: Appendix: How to manage a billion dollar pitch;

Über Autor(innen)

Fuller, Matthew
Matthew Fuller has 25 years' experience of working in the professional services sector. He has led global business development and marketing teams at Allen & Overy (where he also spent time based in Germany), Herbert Smith and currently White & Case. He has run training programmes throughout the world advising partners on proposals best practice. He is a regular contributor at conferences and writes and features in industry media.

Nightingale, Tim
Tim founded Nisus Consulting in 1994 with the aim of helping professional services firms become more client focused. In the intervening quarter of a century, Nisus has worked for a wide range of law firms both in the UK and abroad, accountancy firms, management and property consultancies and an international engineering business.
He has an MBA from Bayes Business School in London, is a Fellow of the Chartered Institute of Marketing and a full Diploma member of the Market Research Society. Tim is a regular conference and webinar speaker, as well as speaking at numerous partner conferences.
He is a co-author of 'Strategic Tendering for Professional Services - Win more, lose less', which won the Marketing category of the Business Book of the Year Awards 2018.
Outside of work, Tim is a manic walker, slow runner, sometime cyclist, retired ski guide, house chef and aspiring photographer.
He lives just outside London in Surrey.

Matthew Fuller has 25 years' experience of working in the professional services sector. He has led global business development and marketing teams at Allen & Overy Herbert Smith and currently White & Case. He has run training programmes throughout the world advising partners on proposals best practice.

Tim Nightingale is a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services Marketing Group (PSMG).