Please use this identifier to cite or link to this item: http://hdl.handle.net/11718/23460
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dc.contributor.authorSohani, Shrihari S.-
dc.contributor.authorSingh, Manjari-
dc.date.accessioned2021-01-21T09:32:01Z-
dc.date.available2021-01-21T09:32:01Z-
dc.date.issued2015-
dc.identifier.urihttp://hdl.handle.net/11718/23460-
dc.description.abstractSelection of a strategic partner through a high-value request for proposal (RFP) is a competitive endeavour in which the preparation of response to the RFP is a project based exercise. The quality of these responses decides the fate of winning or losing business engagements and the response needs to be the best possible solution. Such solutions require contribution from different actors in a firm. In order to provide a winning response to the technical and financial RFP documents, it is imperative for the firm to select a bid manager who can facilitate the best possible response. This paper provides a framework for selecting such individuals.en_US
dc.language.isoenen_US
dc.publisherInternational Journal of Knowledge-Based Organizations (IJKBO)en_US
dc.subjectHofstede’s theoryen_US
dc.subjectBid manageren_US
dc.subjectSocial capitalen_US
dc.subjectSocial networken_US
dc.subjectFive factor modelen_US
dc.titleWinning large value deals: who is your best bet?en_US
dc.typeArticleen_US
Appears in Collections:Journal Articles

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