澳门皇冠|足球比分

                                     

                                    This Guest paper was submitted for publication 4/27/13 and is copyright to David Harrison, © 2013.
                                    This paper is an update of a paper originally published in 2008.
                                    Published here December 2013.

                                    Notes:
                                    PQQ = PreQualification
                                        Questionnaire
                                    ITT = Invitation To
                                        Tender
                                    RFP = Request For
                                        Proposal

                                    PART 2 | Introduction | Strategies and Tactics | Evidence
                                    Content and Presentation | Post-tender Interviews | Summary

                                    In this Part 3, we cover:

                                    Strategies and Tactics

                                     

                                    Mistake #13 - Being outsmarted by competitors

                                     

                                    Mistake #14 - Pricing tactics that backfire

                                     

                                    Mistake #15 - Late surprises

                                     

                                    Mistake #16 - Running with the wrong partners

                                    Evidence

                                     

                                    Mistake #17 - Performance data is threadbare

                                     

                                    Mistake #18 - Pretentious answers

                                     

                                    Mistake #19 - Poor references

                                    Content and Presentation

                                     

                                    Mistake #20 - Demonstrating how your solutions will add value and reduce risk?

                                     

                                    Mistake #21 - Features and benefits

                                     

                                    Mistake #22 - Poorly written and poorly presented documents

                                    Post-tender Interviews

                                     

                                    Mistake #23 - Snatching defeat from the jaws of victory

                                    Summary

                                     
                                    PART 2  PART 2

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