Winning large value deals: who is your best bet?
Abstract
Selection 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.
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