Resource Pack

1. Winning New Business

wnbA four-part best practice resource pack to boost your success rate
Authors: Colin Coulson-Thomas, Carol Kennedy, Matthew O’Connor

Published in association with the Centre for Competitiveness

ISBNs: 1-872980-22-8 and 1-872980-27-9, and ISSN: 1461-9695

The Winning New Business resource pack consists of four items:

  • Winning New Business: the Critical Success Factors. A 172 page A4 format report based on the real life experience of over 300 companies. It explores the key factors which lead to success in winning new business. On each of more than 50 bidding activities and issues, there are charts which show how top quartile new business winners compare with bottom quartile and the average. The report includes 26 detailed checklists which take you through every aspect of pitching for new business.
  • Bidding for Business: the Skills Agenda. A 70 page A4 report based on research among 62 companies. It explores the top 20 skills that are important in winning new business in a format designed for use in training or as a self-help aid. The 20 skills take you from making a winning presentation through drafting proposals to developing negotiating skills.
  • The Contract Bid Manager’s Toolkit. A set of 30 loose-leaf and inter-linked tools – frameworks, tables, charts, worksheets, checklists – designed to help managers in the practicalities of bidding for business. The worksheets are based on those actually used by a major multinational to win millions of pounds of new business. The flexible tools help you to organise every aspect of a bid from deciding the initial strategy through to debriefing the bid team after you win.
  • Win More Business. A CD-Rom which contains the above three items together with case studies and other resources designed to help companies win more business. The CD features animated presentations on key sales and marketing issues such as increasing business win rates, improving margins and boosting the performance of the dealer network.

For further information and to buy the resource pack:

http://www.policypublications.com/WNB_best_practice_resource_pack.php

2. Bidding for Business in IT & Telecoms

wnb-in-itA best practice resource pack to boost your success rate
Executive Editor: Colin Coulson-Thomas
Published by Policy Publications in association with the University of Luton

ISBN: 1-872980-76-7 and 1-872980-27-9, and ISSN: 1461-9695

A Bidding for Business resource pack consists of three items:

  • Winning New Business in IT & Telecoms (48pp). A4 format report based on the real life experience of companies in the sector with comments from a ‘virtual panel’ of leading practitioners, and exploring key factors which lead to success in winning new business. There are charts covering 50 bidding activities and issues which show how top quartile new business winners compare with bottom quartile and the average throughout the bidding process from positioning your company in its market, through understanding and communicating with customers and building a winning bid team to negotiating the deal.
  • Bidding for Business: the Skills Agenda. A 70 page A4 report based on research among 62 companies. It explores the top 20 skills that are important in winning new business in a format designed for use in training or as a self-help aid.  he 20 skills take you from making a winning presentation through drafting proposals to developing negotiating skills.
  • The Contract Bid Manager’s Toolkit. A set of 30 loose-leaf and inter-linked tools – frameworks, tables, charts, worksheets, checklists – designed to help managers in the practicalities of bidding for business. The worksheets are based on those actually used by a major multinational to win millions of pounds of new business. The flexible tools help you to organise every aspect of a bid from deciding the initial strategy through to debriefing the bid team after you win.

For further information and to buy the resource pack:

http://www.policypublications.com/bidding_for_business_IT_telecoms.php

3. Bidding for Business in Engineering and Manufacturing

wnb-engineering-and-manufacturingA best practice resource pack to boost your success rate
Executive Editor: Colin Coulson-Thomas

Published by Policy Publications in association with the University of Luton
ISBN: 1-872980-12-0 and 1-872980-27-9, and ISSN: 1461-9695

A Bidding for Business resource pack consists of three items:

  • Winning New Business in Engineering and Manufacturing (43pp). A4 format report based on the real life experience of companies in the sector with comments from a ‘virtual panel’ of leading practitioners, and exploring key factors which lead to success in winning new business. There are charts covering 50 bidding activities and issues which show how top quartile new business winners compare with bottom quartile and the average throughout the bidding process from positioning your company in its market, through understanding and communicating with customers and building a winning bid team to negotiating the deal.
  • Bidding for Business: the Skills Agenda. A 70 page A4 report based on research among 62 companies.  t explores the top 20 skills that are important in winning new business in a format designed for use in training or as a self-help aid. The 20 skills take you from making a winning presentation through drafting proposals to developing negotiating skills.
  • The Contract Bid Manager’s Toolkit. A set of 30 loose-leaf and inter-linked tools – frameworks, tables, charts, worksheets, checklists – designed to help managers in the practicalities of bidding for business. The worksheets are based on those actually used by a major multinational to win millions of pounds of new business. The flexible tools help you to organise every aspect of a bid from deciding the initial strategy through to debriefing the bid team after you win.

For further information and to buy the resource pack:
http://www.policypublications.com/bidding_for_business_engineering_manufacturing.php

4. Bidding for Business in Construction

bfb-skills-agendaA best practice resource pack to boost your success rate
Executive Editor: Colin Coulson-Thomas

Published by Policy Publications in association with the University of Luton
ISBN: 1-872980-56-2 and 1-872980-27-9, and ISSN: 1461-9695

A Bidding for Business resource pack consists of three items:

  • Winning New Business in Construction (47pp). A4 format report based on the real life experience of companies in the sector with comments from a ‘virtual panel’ of leading practitioners, and exploring key factors which lead to success in winning new business. There are charts covering 50 bidding activities and issues which show how top quartile new business winners compare with bottom quartile and the average throughout the bidding process from positioning your company in its market, through understanding and communicating with customers and building a winning bid team to negotiating the deal.
  • Bidding for Business: the Skills Agenda. A 70 page A4 report based on research among 62 companies. It explores the top 20 skills that are important in winning new business in a format designed for use in training or as a self-help aid.  he 20 skills take you from making a winning presentation through drafting proposals to developing negotiating skills.
  • The Contract Bid Manager’s Toolkit. A set of 30 loose-leaf and inter-linked tools – frameworks, tables, charts, worksheets, checklists – designed to help managers in the practicalities of bidding for business. The worksheets are based on those actually used by a major multinational to win millions of pounds of new business. The flexible tools help you to organise every aspect of a bid from deciding the initial strategy through to debriefing the bid team after you win.

For further information and to buy the resource pack:
http://www.policypublications.com/bidding_for_business_construction.php

 

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