附註:Includes bibliographical references (pages 495-512) and index.
Competitive proposals and small business -- From set-asides to full and open competition -- Small business constraints -- Maximizing small business strengths -- SBIR and STTR programs -- Organizing your company to acquire new business -- Effective strategic and mission planning -- Converting knowledge into proposal success -- KM benefits proposal development -- Internal and external clients: looking at clients in a whole new way -- Strategic partnering and subcontracting opportunities -- Subcontracting opportunities and pathways to success -- Critical success factors -- Specific strategies for achieving subcontracts -- Becoming part of a governmentwide acquisition contract (GWAC) team -- Streamlined delegation of authority process -- How mentor-protege programs can help your business -- Marketing to and with your clients -- More than just selling -- Transactions are personal--people buy from people -- Listen to your client -- Infuse marketing intelligence into your proposal -- Intelligence gathering and analysis techniques -- Call plans -- Maintain management visibility on your contracts -- Project managers as client managers -- Commercial off-the-shelf acquisition -- Pursuing firm-fixed-price and invitation-for-bid opportunities -- Using the request for information and the request for comment as valuable marketing tools -- Standard Form 129s and contractor prequalification statements -- Ethics in marketing and business development -- Advertising, trade shows, and high-impact public relations -- Requests for proposals.
