Successful proposal strategies for small businesses [electronic resource] : using knowledge management to win government, private-sector, and international contacts / Robert S. Frey.

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ISBN:

9781608074754

Title:

Successful proposal strategies for small businesses [electronic resource] : using knowledge management to win government, private-sector, and international contacts / Robert S. Frey.

Author:

Frey, Robert S.

Personal Author:

Frey, Robert S.

Edition:

6th ed.

Publication Information:

Boston : Artech House, 2012.

Physical Description:

1 online resource (xxiv, 696 pages :) : illustrations.

Series:

Artech House technology management and professional development series

Contents:

Successful Proposal Strategies for Small Businesses Using Knowledge Management to Win Government, Private-Sector, and International Contracts-Sixth Edition; Contents; Acknowledgments; Introduction; Chapter 1 Competitive proposals and small business; 1.1 Overview; 1.2 From set-asides to full-and-open competition; 1.3 Small business constraints; 1.4 Maximizing small business strengths; 1.5 SBIR and STTR programs; 1.6 Organizing your company to acquire new business; 1.7 Effective strategic and mission planning; 1.8 Converting knowledge into proposal success.

1.8.1 KM benefits proposal development1.8.2 Internal and external clients: looking at clients in a whole new way; Endnotes; Chapter 2 Strategic partnering and subcontracting opportunities; 2.1 Subcontracting opportunities and pathways to success; 2.2 Critical success factors; 2.3 Specific strategies for achieving subcontracts; 2.4 Becoming part of a governmentwide acquisition contract (GWAC) team; 2.5 How mentor-protégé programs can help your business; Endnotes; Chapter 3 Marketing to and with your clients; 3.1 More than just selling; 3.2 Transactions are personal--people buy from people.

3.3 Listen to your client3.4 Infuse marketing intelligence into your proposal; 3.5 Intelligence gathering and analysis techniques; 3.6 Call plans; 3.7 Maintain management visibility on your contracts; 3.8 Project managers as client managers; 3.9 Commercial off-the-shelf acquisition; 3.10 Pursuing firm-fixed-price and invitation-for-bid opportunities; 3.11 Using the request for information and the request for comment as valuable marketing tools; 3.12 Contractor prequalification statements; 3.13 Ethics in marketing and business development.

3.14 Advertising, trade shows, and high-impact public relationsEndnotes; Chapter 4 Requests for proposals; 4.1 Overview; 4.2 Part I--the schedule; 4.3 Part II--contract clauses; 4.4 Part III--list of documents, exhibits, and other attachments; 4.5 Part IV--representations and certifications; 4.6 The importance of Section L (instructions to offerors); 4.7 Section M (evaluation criteria): toward maximizing your score; 4.8 Greatest or best-value approach; 4.9 Emphasis on performance-based acquisition (PBA); 4.10 Influencing the content of an RFP--legitimately.

4.11 Other types of solicitation documentsEndnotes; Chapter 5 Private-sector solicitation requests; 5.1 Grant proposals--winning what you bid; 5.1.1 Letters of inquiry; 5.1.2 Balancing the technical and the nontechnical; 5.1.3 Standard grant proposal components; 5.2 Nongovernmental organizations (NGOs); Chapter 6 The federal acquisition process: emerging directions; 6.1 Major trends going forward; 6.2 Rapid order task response; 6.3 Federal procurement process overview; 6.4 Statutory and regulatory requirements for competition; 6.5 The source selection process; 6.6 Full-and-open competition.

Local Note:

eBooks on EBSCOhost

Subject Term:

Proposal writing for grants -- United States.

Small business -- United States -- Finance.

Format:

Electronic Resources

Electronic Access:

Click here to view

Publication Date:

2012

Publication Information:

Boston : Artech House, 2012.

Available:*

Shelf Number	Material Type	Copy	Shelf Location	Status
658.15224 23	1:E-BOOK	1	1:ONLINE	Searching... Unknown

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Summary

HereOCOs your one-stop-shop for winning new business The new, Sixth Edition of this perennial bestseller updates and expands all previous editions, making this volume the most exhaustive and definitive proposal strategy resource. Directly applicable for businesses of all sizes, Successful Proposal Strategies provides extensive and important context, field-proven approaches, and in-depth techniques for business success with the Federal Government, the largest buyer of services and products in the world. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Small companies with a viable service or product learn how to gain and keep a customerOCOs attention, even when working with only a few employees. Offering a greatly expanded linkage of proposals to technical processes and directions, the Sixth Edition includes a wealth of new material, adding important chapters on cost building and price volume, the criticality of business culture and investments in proposal success, the proposal solution development process, and developing key conceptual graphics."

Author Notes

Robert S. Frey, M.A., serves as the vice president of knowledge management & proposal development for RS Information Systems, Inc. (RSIS). During the past 2 years, RSIS has become one of the premier small businesses in the country as measured by its national ranking in Inc. magazine and #62 standing in Washington TechnologyÂs Top 100 Federal Prime Contracting Firms, as well as the dozens of quality, performance, and leadership awards the company has received. In 2000, RSIS was selected as NASAÂs Minority Contractor of the Year. As a highly successful prime contractor with projected CY01 revenues of $140 million and a funded contract backlog of $800 million, the companyÂs 1,150 professional staff support 80 prime contracts and 125,000 users spanning defense, civilian, intelligence, and law enforcement federal agencies. With a sustained proposal win rate of 75%--40% above industry averageÂRSIS is clearly an example of a successful small business destined to become a stable, long-term Fortune 1000 company. Robert S. Frey has leveraged knowledge management processes to perform rapid proposal prototyping for RSIS. In addition, he serves as an Instructor in technology management at UCLA in Westwood, California.

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