Contents:
Chapter 1: Bid basics: The fundamental things you need to know • The evolution of bidding • Bid myths - truth or fiction? • Skills analysis - what it takes to win a bid • Summary

Chapter 2: Where to look for bidding opportunities • Finding public sector opportunities • Finding private sector opportunities • Summary
Chapter 3: Pre-qualifying for tenders: The first hurdle • Public sector pre-qualification • Private sector shortlisting • Summary

Chapter 4: The decision to bid • Factors that should affect your decision to bid • Weighing it all up and making the big decision • Summary
Chapter 5: Keeping on track: Where to start and how to finish • Getting started on your bid • Project-managing your bid • Formatting and populating the document • Submitting on time • Summary

Chapter 6: What to write and how to write it • The kick-off meeting - turning ideas into an action plan • Preparing a winning executive summary • Creating the content for your bid • Summary
Chapter 7: How much? Pricing your proposition • Budget • Price • Value • The pricing balancing act • Participating in e-auctions • Summary

Chapter 8: The case for case studies • Choosing the right case studies • How to present case studies in your bid • What if? (Making the best of what you’ve got) • References • Summary
Chapter 9: It’s good to talk: Influencing and persuading throughout the process • Understanding your starting position • Building understanding and influencing the buyer and • other stakeholder groups • The face-to-face session: preparing for the final presentation • Summary

Chapter 10: And the winner is ... (What happens after the decision is made) • How winners and losers are notified • Learning lessons for future bids • Creating a knowledge base for future bids • Measuring your bid performance over time • Summary
Chapter 11: A view from the other side: The buyer’s perspective • A (very) brief history of tendering procurement • The process of procurement - how it happens today • What buyers would like to say to bidders • The feedback I give to buyers • Summary

Chapter 12: External funding bids and grant applications: Applying bid best practice in not-for-profit competitions • Types of grantslfunding • Finding funding sources • Deciding which funds to bid for • Managing the bidding or application process • Summary
Chapter 13: Proposals: Using bid writing skills in proactive selling processes • What is a proposal? • How to construct an effective proposal • Presentation and delivery of your proposal • Follow-up • SummaryChapter 15: Based on a true story ... the good, the bad and the ugly: Real-life examples from the world of bids • The good - the London Olympic bid • The bad - techniques to avoid • The ugly - how not to do it • Summary

Chapter 14: The golden rules of bidding: Things I wish I’d known when I wrote my first bid

References, further reading and resources

Index

The Winning Bid is an easy-to-read practical guide that teaches small business entrepreneurs, B2B contractors, account executives, contract managers and non-profits seeking grants how to think like professional bid managers. It explains key skills for bid professionals, such as getting to know a customer, competing with other bidders and landing the deal. Jaques also offers a unique view from the buyer's side -- featuring feedback from buyers on their experiences of being on the receiving end of bids.

Ideal for anyone engaged in bidding activity, from the bid novice to the professional bid manager, The Winning Bid gives essential advice on: Pre-qualification Questionnaires and bid readiness, GIVE analysis, competitor analysis, grant writing and funding bids, freedom of information as a research and continual improvement tool and measurement of bid performance over time.