DocumentCode
1330259
Title
Developing winning proposal strategies
Author
Barakat, Robert A.
Author_Institution
Arthur D. Little Inc., Cambridge, MA, USA
Volume
34
Issue
3
fYear
1991
fDate
9/1/1991 12:00:00 AM
Firstpage
130
Lastpage
139
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;
fLanguage
English
Journal_Title
Professional Communication, IEEE Transactions on
Publisher
ieee
ISSN
0361-1434
Type
jour
DOI
10.1109/47.84105
Filename
84105
Link To Document