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Successful Proposal Strategies for Small Businesses : Using Knowledge Management to Win Government, Private-Sector, and International Contacts / / Robert S. Frey
| Successful Proposal Strategies for Small Businesses : Using Knowledge Management to Win Government, Private-Sector, and International Contacts / / Robert S. Frey |
| Autore | Frey Robert S. |
| Edizione | [6th ed.] |
| Pubbl/distr/stampa | Boston : , : Artech House, , 2012 |
| Descrizione fisica | 1 online resource (723 p.) |
| Disciplina | 658.804 |
| Collana | Artech House technology management and professional development series |
| Soggetto topico |
Proposal writing for grants - United States
Small business - United States - Finance |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-60807-475-7 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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. |
| Record Nr. | UNINA-9910461782703321 |
Frey Robert S.
|
||
| Boston : , : Artech House, , 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Successful Proposal Strategies for Small Businesses : Using Knowledge Management to Win Government, Private-Sector, and International Contacts / / Robert S. Frey
| Successful Proposal Strategies for Small Businesses : Using Knowledge Management to Win Government, Private-Sector, and International Contacts / / Robert S. Frey |
| Autore | Frey Robert S. |
| Edizione | [6th ed.] |
| Pubbl/distr/stampa | Boston : , : Artech House, , 2012 |
| Descrizione fisica | 1 online resource (723 p.) |
| Disciplina | 658.804 |
| Collana | Artech House technology management and professional development series |
| Soggetto topico |
Proposal writing for grants - United States
Small business - United States - Finance |
| ISBN | 1-60807-475-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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. |
| Record Nr. | UNINA-9910790329003321 |
|
Frey Robert S.
|
||
| Boston : , : Artech House, , 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Successful Proposal Strategies for Small Businesses : Using Knowledge Management to Win Government, Private-Sector, and International Contacts / / Robert S. Frey
| Successful Proposal Strategies for Small Businesses : Using Knowledge Management to Win Government, Private-Sector, and International Contacts / / Robert S. Frey |
| Autore | Frey Robert S. |
| Edizione | [6th ed.] |
| Pubbl/distr/stampa | Boston : , : Artech House, , 2012 |
| Descrizione fisica | 1 online resource (723 p.) |
| Disciplina | 658.804 |
| Collana | Artech House technology management and professional development series |
| Soggetto topico |
Proposal writing for grants - United States
Small business - United States - Finance |
| ISBN | 1-60807-475-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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. |
| Record Nr. | UNINA-9910827296903321 |
|
Frey Robert S.
|
||
| Boston : , : Artech House, , 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||