By Topic

Developing winning proposal strategies

Sign In

Cookies must be enabled to login.After enabling cookies , please use refresh or reload or ctrl+f5 on the browser for the login options.

Formats Non-Member Member
$31 $13
Learn how you can qualify for the best price for this item!
Become an IEEE Member or Subscribe to
IEEE Xplore for exclusive pricing!
close button

puzzle piece

IEEE membership options for an individual and IEEE Xplore subscriptions for an organization offer the most affordable access to essential journal articles, conference papers, standards, eBooks, and eLearning courses.

Learn more about:

IEEE membership

IEEE Xplore subscriptions

1 Author(s)
Barakat, R.A. ; Arthur D. Little Inc., Cambridge, MA, USA

Several strategies that comprise an overall blueprint for a winning proposal strategy are described. They are the will-to-win strategy, the customer development strategy, assessing the competition, the pricing strategy, tactics and themes, the proposal presentation strategy, and the review strategy. It is shown that the methods presented offer a deliberate and thoughtful scheme for planning a proposal development effort so that customer-critical issues are identified and addressed using an overall strategy translated into detailed sub-strategies

Published in:

Professional Communication, IEEE Transactions on  (Volume:34 ,  Issue: 3 )