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Acquiring Major Systems Contracts

Bidding Methods and Winning Strategies

By (author) Marshall H. Kaplan
Format: Hardback
Publisher: John Wiley and Sons Ltd, New York, United States
Imprint: John Wiley & Sons Inc
Published: 22nd Jun 1988
Dimensions: w 160mm h 250mm d 23mm
Weight: 539g
ISBN-10: 0471852473
ISBN-13: 9780471852476
Barcode No: 9780471852476
Describing the art and science of bidding for US Government or other large contracts, this book explains every stage of the little-understood and sometimes complex bid development process. It covers fundamental principles and practical applications, and illustrates cases with real-life examples. The "how-to" approach includes coverage of the pitfalls to avoid, making this book a practical guide for proposal managers. The author demonstrates the important elements in the bidding process - marketing, company, commitment, proposal production and follow-up, and performance expectation after winning the bid.

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