Title :
Developing winning proposal strategies
Author :
Barakat, Robert A.
Author_Institution :
Arthur D. Little Inc., Cambridge, MA, USA
fDate :
9/1/1991 12:00:00 AM
Abstract :
Several strategies that comprise an overall blueprint for a winning proposal strategy are described. They are the will-to-win strategy, the customer development strategy, assessing the competition, the pricing strategy, tactics and themes, the proposal presentation strategy, and the review strategy. It is shown that the methods presented offer a deliberate and thoughtful scheme for planning a proposal development effort so that customer-critical issues are identified and addressed using an overall strategy translated into detailed sub-strategies
Keywords :
contracts; human factors; technical presentation; assessing the competition; customer development strategy; customer-critical issues; pricing strategy; proposal presentation strategy; review strategy; tactics and themes; will-to-win strategy; winning proposal strategies; Automobiles; Electronic equipment manufacture; Electronic equipment testing; Home appliances; Information resources; Job shop scheduling; Marketing and sales; Pricing; Proposals; Vehicles;
Journal_Title :
Professional Communication, IEEE Transactions on
