Bid for Success

How to Win Competitive Tenders

Bidding for competitive contracts can be a stressful and expensive process. And much of it may be falling on you. This book will hopefully hearten you, enlighten you, and entertain you. But above all it will set out for you the exact tactics you’ll need to significantly increase your chances of winning – and on your terms.

It’s all about the often-neglected human dimension. The key relationships that have to be in place internally, your bid team and the dynamics, the politics and personality challenges. Both within your organisation, and within your client’s.

Bid for Success takes you through the main components of bidding or tendering for contracts. It considers markets, teams, finance, how to construct a proposal, together with practical tips on how to handle the internal politics of your organisation and also the expectations of customers and clients.

It addresses all of the key issues you need to consider when constructing a successful bid, including even bid bonds, EBITDA and IRR, two tricky devils, and how to deal with in-house lawyers, which should stand you in good stead as you make your way through the bid jungle. Chapters dedicated to team building and preparation and delivery of presentations give practical guidance that you may ignore at your peril, if you want to be a successful bidder and build a career, or at least part of a career, in this particular competitive space.

In less than an hour you will have the main framework to enable you to bid for success and a continuing resource throughout the process.

During his career Tim Emmett led bid teams in winning c£500 million of contracts and acquisitions. And has worked in the UK, Japan, Switzerland and Dubai. A former KPMG executive, and a former Director of his own education investment and consultancy company, Sagacium Limited.