Contents

Part I: Successful Bid and Proposal Management Organisation

1

  Professional Proposal Management Organisation with Flexible Role Concept

1.1

  Typical Tasks and Roles in Bid and Proposal Management

1.1.1

  The Role of Proposal Manager or Bid Manager

1.1.2

  The Role of Sales

1.1.3

  The Role of Bid or Proposal Support (Bid or Proposal Support Office)

1.1.4

  The Role of the Opportunity Board

1.1.5

  The Role of Project Manager

1.1.6

  The Role of Subject Matter Expert (SME)

1.1.7

  The Role of Pricing Manager

1.1.8

  The Role of Contract Manager

1.1.9

  The Role of Quality Assurance (QA)

1.1.10

  The Role of Compliance Manager

1.1.11

  The Role of Finance Manager

1.1.12

  Other Possible Roles

1.2

  Organisational Set-Up of Bid and Proposal Management within a Company

1.2.1

  Temporary or Dedicated Team?

1.2.2

  “Breathing” Proposal Management Organisation

1.2.3

  Anchoring of Bid and Proposal Management within a Company

1.2.4

  Decentralised Organisation, Central Management

1.2.5

  Offshoring or Nearshoring

1.2.6

  Using External Consultants or “On Demand” Proposal Managers

Part II: Systematically Understanding the Customer’s Perspective
Part III: The BidMaster Framework™
Part IV: Developing a Convincing Story (Storyline Method™)
Part V: Typical Elements of a Proposal Document
Part VI: Tender Types and Consequences for Proposal Management
Part VII: This and That
Appendix

The Ultimate Bid and Proposal Compendium - the reference guide to winning bids, tenders and proposals.

Copyright:
© 2018/19 CSK Management GmbH, Herrliberg, Switzerland

Author:
Christopher S. Kälin

ISBN:
978-3-9525061-0-3

ASIN:
3952506109

Publisher: 
CSK Management 
compendium@cskmanagement.com
www.cskmanagement.com

Cover Picture:
Fotolia / Adobe Stock Photo (© Andres Rodriguez)/CSK