Successful Bidding and Tendering (Gower Business Enterprise Series)

Peter Marsh's book is the ideal reference and companion for all concerned with tendering and contains a stimulating mix of information and advice. The author shows how successful tendering goes well beyond estimating cost and applying a mark-up. He demonstrates the importance of establishing an intelligence system to provide marketing, political, financial and legal data on which to base a bidding decision, and goes on to suggest how to implement and operate such a system.Above every other consideration, a tender must sell - it must be both appealing and acceptable to the decision makers. These criteria are taken into account when suggesting how to write a tender as a 'winning document'.