Winning large value deals: who is your best bet?

dc.contributor.author	Sohani, Shrihari S.
dc.contributor.author	Singh, Manjari
dc.date.accessioned	2021-01-21T09:32:01Z
dc.date.available	2021-01-21T09:32:01Z
dc.date.issued	2015
dc.identifier.uri	http://hdl.handle.net/11718/23460
dc.description.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.	en_US
dc.language.iso	en	en_US
dc.publisher	International Journal of Knowledge-Based Organizations (IJKBO)	en_US
dc.subject	Hofstede’s theory	en_US
dc.subject	Bid manager	en_US
dc.subject	Social capital	en_US
dc.subject	Social network	en_US
dc.subject	Five factor model	en_US
dc.title	Winning large value deals: who is your best bet?	en_US
dc.type	Article	en_US