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[null,null,"Autore",null,"Frey Robert S"]
[null,null,"Titolo",null,"Successful proposal strategies for small businesses : using knowledge management to win government, private-sector, and international contracts / / Robert S. Frey"]
[null,null,"Pubbl/distr/stampa",null,"Boston, : Artech House, c2005"]
[null,null,"ISBN",null,"1-58053-958-0"]
[null,null,"Edizione",null,"[4th ed.]"]
[null,null,"Descrizione fisica",null,"xix, 569 p. : ill"]
[null,null,"Collana",null,"Artech House technology management and professional development library"]
[null,null,"Disciplina",null,"658.8/04"]
[null,null,"Soggetti",null,"Proposal writing for grants - United States"]
[{"$nulls":4},"Small business - United States - Finance"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Title from title screen."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references (p. 525-543) and index."]
[null,null,"Nota di contenuto",null,"Successful Proposal Strategies for Small Businesses Using Knowledge Management to Win Government, Private-Sector, and International Contracts Fourth Edition -- Contents vii -- Acknowledgments xiii -- Introduction xv -- Chapter1 Competitive proposals and small business 1 -- 1.1 Overview 1 -- 1.2 From set-asides to full-and-open competition 7 -- 1.3 Small business constraints 11 -- 1.4 Maximizing small business strengths 11 -- 1.5 SBIR and STTR programs 13 -- 1.6 Organizing your company to acquire new business 16 -- 1.7 Effective strategic and mission planning 22 -- 1.8 Converting knowledge into proposal success 24 -- Endnotes 37 -- Chapter 2 Strategic partnering and subcontracting opportunities 43 -- 2.1 Subcontracting opportunities and pathways to success 44 -- 2.2 Critical success factors 45 -- 2.3 Specific strategies for achieving subcontracts 46 -- 2.4 Becoming part of a governmentwide acquisition contract (GWAC) team 51 -- 2.5 How mentor-protégé programs can help your business 54 -- Endnotes 57 -- Chapter 3 Marketing to and with your clients 59 -- 3.1 More than just selling 59 -- 3.2 Transactions are personal-people buy from people 65 -- 3.3 Listen to your client 66 -- 3.4 Infuse marketing intelligence into your proposal 66 -- 3.5 Intelligence gathering and analysis techniques 68 -- 3.6 Call plans 72 -- 3.7 Maintain management visibility on your contracts 78 -- 3.8 Project managers as client managers 81 -- 3.9 Commercial off-the-shelf acquisition 83 -- 3.10 Pursuing firm-fixed-price and invitationfor- bid opportunities 84 -- 3.11 Using the request for information and the "]
[{"$nulls":4},"request for comment as valuable marketing tools 85 -- 3.12 Standard Form 129s and contractor prequalification statements 86 -- 3.13 Ethics in marketing and business development 87 -- 3.14 Advertising, trade shows, and high-impact public relations 89 -- Endnotes 95."]
[{"$nulls":4},"Chapter 4 Requests for proposals 97 -- 4.1 Overview 97 -- 4.2 Part I-the schedule 100 -- 4.3 Part II-contract clauses 100 -- 4.4 Part III-list of documents, exhibits, and other attachments 101 -- 4.5 Part IV-representations and certifications 101 -- 4.6 The importance of Section L (instructions to offerors) 101 -- 4.7 Section M (evaluation criteria): toward maximizing your score 104 -- 4.8 Greatest or best-value approach 104 -- 4.9 Emphasis on performance-based acquisition (PBA) 105 -- 4.10 Influencing the content of an RFP-legitimately 107 -- 4.11 Other types of solicitation documents 109 -- Endnotes 110 -- Chapter 5 Private-sector solicitation requests 111 -- 5.1 Grant proposals-winning what you bid 114 -- 5.2 Nongovernmental organizations (NGOs) 117 -- Chapter 6 The federal acquisition process: emerging directions 121 -- 6.1 Overview 121 -- 6.2 Statutory and regulatory requirements for competition 122 -- 6.3 The source selection process 123 -- 6.4 Full-and-open competition 126 -- 6.5 Major contract types 127 -- 6.6 Significant recent paradigm shifts in federal government acquisition 128 -- 6.7 Understanding the Federal Acquisition Streamlining Act (FASA) 134 -- Endnotes 142 -- Chapter 7 The proposal life cycle -- 7.1 What is a proposal in the competitive federal and commercial marketplace? 145 -- 7.2 Where does the proposal fit into the total marketing life cycle? 148 -- 7.3 Bid-no bid decision-making process 164 -- 7.4 Planning and organizing 166 -- 7.5 Kickoff meeting 173 -- 7.6 Writing 173 -- 7.7 Major contractor review cycles 178 -- 7.8 Preparing for orals and Final Proposal Revision (FPR) 186 -- 7.9 Debriefings (refer to FAR 15.1003) 187 -- Endnotes 188 -- Chapter 8 Major proposal components 189 -- 8.1 Overview 189 -- 8.2 Transmittal letter 190 -- 8.3 Technical volume 191 -- 8.4 Management volume 199 -- 8.5 Cost volume 208."]
[{"$nulls":4},"8.6 Government contract requirements 210 -- Endnotes 210 -- Chapter 9 Acquisition/capture and proposal team activities 213 -- 9.1 Formation and function of acquisition/ capture teams 213 -- 9.2 Prekickoff activities 215 -- 9.3 Proposal kickoff meeting 217 -- 9.4 Postkickoff activities 223 -- Chapter10 The role of the proposal manager 225 -- 10.1 Overview 225 -- 10.2 Generalized job description 227 -- 10.3 Changing focus of proposal management 236 -- 10.4 Effective solution development 239 -- 10.5 Complementary roles and responsibilities of proposal and capture managers 242 -- 10.6 The growing importance of oral presentations 242 -- 10.7 Attending to the details 247 -- 10.8 Control of the schedule 248 -- 10.9 Training additional staff in proposalmanagement skills 251 -- 10.10 Finish the job at hand 252 -- 10.11 Successful proposal managers 252 -- Endnotes 253 -- Chapter11 Pursuing international business and structuring international proposals 255 -- 11.1 Overview 255 -- 11.2 Where in the world to begin? 256 -- 11.3 The importance of the World Bank Group 258 -- 11.4 Your company's participation in United Nations procurements 262 -- 11.5 European Bank for Reconstruction and Development (EBRD) 263 -- 11.6 Asian Development Bank (ADB) 264 -- 11.7 International market planning 265 -- 11.8 In-country partnerships 267 -- 11.9 Host country procurement environments 268 -- 11.10 Import-export considerations and technology transfer 268 -- 11.11 Risk assessment 269 -- 11.12 Terms and conditions 269 -- 11.13 Ex-Im Bank of the United States assists small businesses 270 -- 11.14 Helpful Web-based resources and in-country support infrastructures for small businesses 272 -- "]
[{"$nulls":4},"11.15 British-American Business Council 284 -- 11.16 U.S. Trade and Development Agency 284 -- 11.17 U.S. Agency for International Development 285 -- Endnotes 288."]
[{"$nulls":4},"Chapter 12 Proposal production and publication 291 -- 12.1 Internal documentation standards 293 -- 12.2 Document configuration management and version control 294 -- 12.3 Freelance and temporary publication staff 296 -- 12.4 Incorporating technical brilliance up to the last minute 296 -- 12.5 Graphics are an integral part of your proposal 297 -- 12.6 Role and structure of your publications group 301 -- 12.7 Software and hardware compatibility, standards, and recommendations 302 -- 12.8 Electronic proposal submittal and evaluation 304 -- 12.9 Important documentation tips 305 -- 12.10 Virtual proposal centers, intranets, and extranets 307 -- 12.11 Using freelance proposal writers to maintain technical productivity 311 -- Endnotes 313 -- Chapter 13 Human and organizational dynamics of the proposal process 315 -- 13.1 Modifying our thinking to win 316 -- 13.2 Building a competitive work ethic 317 -- 13.3 Strong link between project performance and proposal success 318 -- 13.4 Past performance-it's more important than you think! 319 -- 13.5 Proposals can be fun! 325 -- 13.6 Maximizing human intellect 325 -- 13.7 Proposal professionals as change agents 328 -- Endnotes 329 -- Chapter 14 Controlling bid and proposal costs 331 -- 14.1 What does it cost to get new business, and how are those costs recovered? 332 -- 14.2 Tracking B&amp -- P expenditures 333 -- 14.3 Business development bonus policy 333 -- 14.4 Stretching limited marketing funds 336 -- Endnote 337 -- Chapter 15 Tried-and-true proposal writing and editing techniques 339 -- 15.1 Proposals are knowledge-based sales documents 339 -- 15.2 Active voice adds strength and saves space 342 -- 15.3 Guide the client's evaluators through your proposal 344 -- 15.4 Action captions 346 -- 15.5 Methods of enhancing your proposal writing and editing 347 -- 15.6 Government-recognized writing standards 349."]
[{"$nulls":4},"15.7 Additional sources of writing guidance 350 -- 15.8 Storytelling as an art form 350 -- Endnotes 352 -- Chapter 16 Packaging and managing proposal information and knowledge effectively 353 -- 16.1 Overview 353 -- 16.2 The all-important résumés 354 -- 16.3 Project descriptions (project summaries) 357 -- 16.4 Proposal boilerplate (canned or reuse material) as knowledge assets 359 -- 16.5 Marketing targets 359 -- 16.6 Corporate library 364 -- 16.7 Proposal lessons-learned database 365 -- 16.8 Applying IT solutions: scalable informational data systems 367 -- 16.9 Small business KM success story-this stuff really works! 370 -- 16.10 Leveraging federal performance appraisal systems to your company's benefit 374 -- 16.11 ISO-driven proposal and business development excellence 375 -- Endnotes 379 -- Chapter17 Leveraging business complexity in a knowledge-based economy 381 -- 17.1 Turbulent transition toward knowledge-based business 381 -- 17.2 How to communicate effectively on your knowledge landscape 384 -- 17.3 Envisioning supple business models 387 -- 17.4 Sample application: tracing complexity and KM through the proposal development process 391 -- 17.5 Summation 392 -- Endnotes 393 -- Chapter 18 Planning and producing SF330 responses for architect-engineer services 395 -- 18.1 SF330 and the FAR 395 -- 18.2 Understanding the required structure of the response 396 -- 18.3 Overall strategy of response 403 -- 18.4 Section F: selling your project experience 404 -- 18.5 Section H: structure according to the evaluation criteria 404 -- 18.6 Section H outlining 405 -- 18.7 Subcontractor participation 405 -- 18.8 Building teaming agreements 406 -- Epilogue Thinking to win smallbusiness "]
[{"$nulls":4},"competitive proposals 411 -- AppendixA Sample proposal kickoff package 415 -- Appendix B Template to capture important résumé information 429."]
[{"$nulls":4},"AppendixC Marketing information and intelligence sources: federal, international, and private sector 435."]
[null,null,null,"Sommario/riassunto","Newly expanded and thoroughly revised to reflect and meet the demands of a high-velocity global business environment, the Fourth Edition of this popular book and its companion CD-ROM help small and mid-sized businesses as well as non-profit organizations and public-sector agencies to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes. Among an extensive array of updates and new material, the Fourth Edition discusses storytelling as a proposal art, the value of front-end proposal planning and storyboarding, the importance of honoring the customer mission in proposals, and the latest trends in performance-based acquisition (PBA). CD-ROM Included Features a searchable directory of government agencies, easy-to-use proposal templates, and an extensive list of acronyms."]