ABC SmartGuides

Strategy & Positioning to Win is a practical guide to the early stages of the competitive tendering process, covering the contractor's strategy and positioning activities in advance of the customer's request for proposal (RFP). This is a critical period for contractors to develop and implement winning strategies that will maximize their chances of success.This Second Edition has been significantly extended with additional material including key insights and further details of strategy development to build a winning competitive position. Background information and explanatory text are combined with practical examples, timelines and templates that enable readers to select and apply relevant principles and models within their own organizations.ABC SmartGuides are written for business professionals engaged in strategic, sales and commercial roles connected with company direction and business development. They are aimed primarily at projects and services organizations where competitive tendering is key to growth and survival. The principles will also apply to manufacturing companies competing for new business in B2B sectors. Richard Brookfield is the Principal at Acuity Business Consulting Ltd, an independent UK consultancy providing strategy, business development, proposals and commercial services to businesses in the global engineering and construction industry.Richard is MBA qualified and a chartered engineer with a strong track record in the international oil and gas sector. Over more than 25 years, he has held a number of corporate, strategic and commercial leadership roles for both international contractors and consultancy groups. ABC SmartGuides are compact, practical reference books written for business professionals engaged in strategic, sales and commercial roles. Background information and explanatory text are combined with practical examples and templates, enabling readers to extract and apply relevant principles within their own organizations.

Managing Winning Proposals is a practical guide to the competitive tendering process, from receipt of the customer's Request for Proposal (RFP) through to contract award. This is an intensive period of activity during which contractors must prepare high quality, competitive proposals to maximize their chances of winning new business.This Second Edition has been significantly extended with additional material including key insights and further details of technical and commercial proposal components. Background information and explanatory text are combined with practical examples, timelines and templates that enable readers to select and apply relevant principles and models within their own organizations.ABC SmartGuides are written for business professionals engaged in strategic, sales and commercial roles connected with company direction and business development. They are aimed primarily at projects and services organizations where competitive tendering is key to growth and survival. The principles will also apply to manufacturing companies competing for new business in B2B sectors. Richard Brookfield is the Principal at Acuity Business Consulting Ltd, an independent UK consultancy providing strategy, business development, proposals and commercial services to businesses in the global engineering and construction industry.Richard is MBA qualified and a chartered engineer with a strong track record in the international oil and gas sector. Over more than 25 years, he has held a number of corporate, strategic and commercial leadership roles for both international contractors and consultancy groups. ABC SmartGuides are compact, practical reference books written for business professionals engaged in strategic, sales and commercial roles. Background information and explanatory text are combined with practical examples and templates, enabling readers to extract and apply relevant principles within their own organizations.