Successful Proposal Strategies for Small Business: Using Knowledge Management to Win Government, Private-Sector, and International Contracts, 6th Edition (Boston and London: Artech House, Inc., 2012)

ISBN 978-1-60807-474-7
696 pages

Artech House
Amazon

Overview

Using this book, any small company or organization with a viable service or product can learn how to gain and keep a customer’s attention, even when working with only a few employees. Entrepreneurs can use this valuable resource to assist in the establishment of best-of-breed business development, proposal development, knowledge management (KM), and publications infrastructures and processes within their organizations. In many ways, a small company’s future performance in the federal, private-sector, and international market space will be a direct result of how effectively it chooses to implement the disciplined business development, proposal development, and KM processes and methodologies as well as the modes of thinking presented in this work. Dr. Frey’s Successful Proposal Strategies for Small Businesses has been acquired by more than 4,200 organizations and institutions worldwide, including Harvard University’s Business School, MIT’s Lincoln Laboratory, Raytheon Company, Hughes Aircraft, Battelle Pacific Northwest Laboratory, and the British Library.

Table of Contents

Introduction
Competitive Proposals and Small Business
Strategic Partnering and Subcontracting
Marketing to and With Your Clients
Request for Proposals
Private-Sector Solicitation Requests
The Federal Acquisition Process: Emerging Directions
The Proposal Life Cycle
Major Proposal Components
Acquisition/Capture and Proposal Team Activities
The Role of the Proposal Manager
Structuring International Proposals
Proposal Production/Publication
Human and Organizational Dynamics of the Proposal Process
Controlling Bid and Proposal Costs
Tried and True Proposal Writing and Editing Techniques
Packaging and Managing Proposal Information Effectively
Leveraging Business Complexity in a Knowledge-Based Economy
Planning and Producing SF330 Responses for Architect-Engineer Services
Preparing for Graduation from the 8(a) Program
Succeeding in the World of VERY Small Businesses
Epilogue Selected List of Acronyms and Abbreviations
Selected Bibliography
Index

Benefits to You

Winning new business presents significant challenges. The new, Fifth Edition of this perennial bestseller updates and expands upon previous editions. The result is the ultimate resource for small and mid-sized businesses, as well as non-profit organizations and public-sector agencies, looking to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes that in turn support winning new business. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Among the extensive array of new material, the Sixth Edition covers…

• Establishing an internal rapid-response task order proposal “engine” for GWACs and ID/IQs
• Preparing for successful graduation from the U.S. Small Business Administration 8(a) Program
• Succeeding in the world of VERY small businesses
  Framing—a proven tool that aligns your proposal story with your customer’s thinking
• Important emerging trends in Federal Government proposaling
• Mitigating proposal and contract risk
• Adding a new and proven dimension to proposal review cycles

This edition contains one of the most complete, comprehensive, and fully integrated analyses of U.S. federal procurement reform from 1984 to the present. In addition, you find numerous useful, up-to-the-minute resources for U.S. and overseas businesses that want to engage in international business involving proposal development. Using this book, any small company or organization with a viable product or service can learn how to gain and keep a client’s attention, even when working only a few employees. Entrepreneurs and their staff can use this valuable resource to assist in the establishment of best-of-breed business development, proposal development, knowledge management, and publications infrastructures and processes within their organizations. In many ways, a small company’s future performance in the federal, private-sector, and international market space will be a direct result of how effectively it chooses to implement the disciplined business development, proposal development, and KM processes and methodologies as well as the modes of thinking presented in this work.
CD-ROM Included! Features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to Small Business Web Sites; a comprehensive, fully searchable listing Proposal and Contract Acronyms; and a sample architecture for a knowledge base or proposal library.

Book Reviews

Reviews of previous editions of this book appeared on the Web at USATODAY.com and CanadaOne Magazine as well as in Black Enterprise Magazine; BusinessWeek; and IEEE Transactions on Professional Communications. Additional reviews were published in Turning Point Magazine (Los Angeles, CA); Corporate Corridors magazine (Richmond, VA); Journal of the Association of Proposal Management Professionals (APMP) Texas Small Business News electronic newsletter (Austin, TX); Knowledge and Process Management: The Journal of Corporate Transformation (John Wiley & Sons, United Kingdom); Preview (International Council On Systems Engineering (INSCOE), UK Chapter Newsletter); and World Small and Minority Enterprises (SME) News (India).