Winning Business

Winning Business. The Winning Major Bids project led by Colin Coulson-Thomas looked at how 293 companies attract bid invitations and subsequently build relationships with potential customers, assemble bid teams, prepare proposals and conduct bid negotiations. The findings of the study, along with seven best practice case studies and a suggested model approach for winning bids are summarised in the report ‘Winning Major Bids: the Critical Success Factors’, Policy Publications, Bedford, February 1997 by Carol Kennedy and Matthew O’Connor [Exec. Editor Colin Coulson-Thomas]. (£295)

How to order the report

The report 'Winning Major Bids...the Critical Success Factors' by Carol Kennedy and Matthew O’ Connor [Exec. Editor Colin Coulson-Thomas]’ costs £295.

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N.b. Multiple copy discounts are available with some publications but must be specifically arranged by freephone, when the order is confirmed.

Associated events and services:

Presentations. To help share the lessons of the ‘Winning Major Bids’ investigation and report a summary presentation has been prepared covering the main findings. This can be given at in-house corporate events. It can be tailored to the needs of senior management, including boards, and could be used with corporate bid teams or sales and marketing groups. In some cases, it may be possible to provide some additional industry-specific research not published in the report. For further information please contact Colin Coulson-Thomas.

Winning Business Health Check. There is also a ‘winning business health check’ for those companies wishing to benefit from an independent assessment of their approach to winning new business and policies, processes and practices for winning bids. The evaluation and review is tailored to the particular context, and the analysis and critique is undertaken with a view to recommending improvements. For further information please contact Colin Coulson-Thomas.

For further information please contact Professor Colin J Coulson-Thomas:

Email: adaptation@compuserve.com

            cct@ntwkfirm.com

Telephone: +44 [0]1733 361149

Fax:            +44 [0]1733 361459