Strategic Tendering for Professional Services

Regular price €45.99
A01=Matthew Fuller
A01=Tim Nightingale
Age Group_Uncategorized
Age Group_Uncategorized
Author_Matthew Fuller
Author_Tim Nightingale
automatic-update
business development
Category1=Non-Fiction
Category=KJC
Category=KJF
Category=KJMV7
Category=KJN
Category=KJP
client brief
COP=United Kingdom
Delivery_Delivery within 10-20 working days
diversity
eq_business-finance-law
eq_isMigrated=2
eq_non-fiction
Language_English
negotiation
PA=Available
Pitching
presentation skills
Price_€20 to €50
pricing
procurement
PS=Active
public sector
softlaunch

Product details

  • ISBN 9781789668445
  • Weight: 425g
  • Dimensions: 150 x 230mm
  • Publication Date: 03 Mar 2022
  • Publisher: Kogan Page Ltd
  • Publication City/Country: GB
  • Product Form: Paperback
  • Language: English
Delivery/Collection within 10-20 working days

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WINNER: Business Book Awards 2018 - 'Selling The Dream' category (1st edition) In an increasingly competitive professional services sector, it is vital that firms have an effective tendering strategy. The advantages gained from winning and retaining clients can be transformative, and the cost of losing key tenders can be catastrophic. Strategic Tendering for Professional Services provides end-to-end best practice guidance, from the crucial decision of which request-for-proposals to respond to, right through to the all important face-to-face presentation and post-pitch follow-up. Now in its second edition, this practical book captures insights from both sides of the market through interviews with both proposal professionals and decision makers from the client side. Focusing on key considerations, including the need for diversity and inclusion, providing evidence of global citizenship and how public sector pitching differs from the private sector, this book is packed with features and tools to help professionals turn guidance into practice. Strategic Tendering for Professional Services is the essential guide to improving your pitches, honing your tendering skills and boosting your win rate.
Matthew Fuller is Head of Business Development, Americas & EMEA at White & Case, based in London, UK. He has led global business development and marketing teams at Allen & Overy and Herbert Smith, and has run training programmes throughout the world advising partners on proposals best practice. Tim Nightingale is a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services Marketing Group (PSMG). He is based in Kent, UK.