Successful Proposal Strategies for Small Businesses : Using Knowledge Management to Win Government, Private-Sector, and International Contracts
ISBN: 9781608074754
Platform/Publisher: Ebook Central / Artech House
Digital rights: Users: Unlimited; Printing: Limited; Download: 7 Days at a Time
Subjects: Business/ Management;

HereOCOs your one-stop-shop for winning new business The new, Sixth Edition of this perennial bestseller updates and expands all previous editions, making this volume the most exhaustive and definitive proposal strategy resource. Directly applicable for businesses of all sizes, Successful Proposal Strategies provides extensive and important context, field-proven approaches, and in-depth techniques for business success with the Federal Government, the largest buyer of services and products in the world. 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. Small companies with a viable service or product learn how to gain and keep a customerOCOs attention, even when working with only a few employees. Offering a greatly expanded linkage of proposals to technical processes and directions, the Sixth Edition includes a wealth of new material, adding important chapters on cost building and price volume, the criticality of business culture and investments in proposal success, the proposal solution development process, and developing key conceptual graphics."

Robert S. Frey, M.A., serves as the vice president of knowledge management & proposal development for RS Information Systems, Inc. (RSIS). During the past 2 years, RSIS has become one of the premier small businesses in the country as measured by its national ranking in Inc. magazine and #62 standing in Washington Technology’s Top 100 Federal Prime Contracting Firms, as well as the dozens of quality, performance, and leadership awards the company has received. In 2000, RSIS was selected as NASA’s Minority Contractor of the Year. As a highly successful prime contractor with projected CY01 revenues of $140 million and a funded contract backlog of $800 million, the company’s 1,150 professional staff support 80 prime contracts and 125,000 users spanning defense, civilian, intelligence, and law enforcement federal agencies. With a sustained proposal win rate of 75%--40% above industry average—RSIS is clearly an example of a successful small business destined to become a stable, long-term Fortune 1000 company. Robert S. Frey has leveraged knowledge management processes to perform rapid proposal prototyping for RSIS. In addition, he serves as an Instructor in technology management at UCLA in Westwood, California.

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