Successful Proposal Strategies for Small Businesses : Using Knowledge Management to Win Government, Private-Sector, and International Contracts (4th Edition)

Successful Proposal Strategies for Small Businesses Using Knowledge Management to Win Government, Private-Sector, and International Contracts Fourth Edition -- Contents vii -- Acknowledgments xiii -- Introduction xv -- Chapter1 Competitive proposals and small business 1 -- 1.1 Overview 1 -- 1.2 From set-asides to full-and-open competition 7 -- 1.3 Small business constraints 11 -- 1.4 Maximizing small business strengths 11 -- 1.5 SBIR and STTR programs 13 -- 1.6 Organizing your company to acquire new business 16 -- 1.7 Effective strategic and mission planning 22 -- 1.8 Converting knowledge into proposal success 24 -- Endnotes 37 -- Chapter 2 Strategic partnering and subcontracting opportunities 43 -- 2.1 Subcontracting opportunities and pathways to success 44 -- 2.2 Critical success factors 45 -- 2.3 Specific strategies for achieving subcontracts 46 -- 2.4 Becoming part of a governmentwide acquisition contract (GWAC) team 51 -- 2.5 How mentor-protégé programs can help your business 54 -- Endnotes 57 -- Chapter 3 Marketing to and with your clients 59 -- 3.1 More than just selling 59 -- 3.2 Transactions are personal-people buy from people 65 -- 3.3 Listen to your client 66 -- 3.4 Infuse marketing intelligence into your proposal 66 -- 3.5 Intelligence gathering and analysis techniques 68 -- 3.6 Call plans 72 -- 3.7 Maintain management visibility on your contracts 78 -- 3.8 Project managers as client managers 81 -- 3.9 Commercial off-the-shelf acquisition 83 -- 3.10 Pursuing firm-fixed-price and invitationfor- bid opportunities 84 -- 3.11 Using the request for information and the request for comment as valuable marketing tools 85 -- 3.12 Standard Form 129s and contractor prequalification statements 86 -- 3.13 Ethics in marketing and business development 87 -- 3.14 Advertising, trade shows, and high-impact public relations 89 -- Endnotes 95.