Successful Proposal Strategies for Small Businesses: Using Knowledge
Management to Win Government, Private-Sector, and International
Contracts, Fourth Edition, is designed to provide entrepreneurs, as
well as beginner and experienced proposal managers, capture managers,
proposal writers, proposal specialists and coordinators, and business
development staff with a useful resource for planning, organizing, managing,
and preparing effective responses to U.S. federal government requests
for proposals (RFPs), requests for solutions (RFSs), and architect-engineer
(A-E) standard form (SF) 330s. (Architectural and engineering firms submit
SF330s routinely to establish their credentials with client organizations.)
There is also significant attention devoted to responding to U.S.
private-sector solicitations and international tenders.
This book illustrates the close relationship between the federal
acquisition process and the response life cycle that unfolds within the
contractor community. The specialized statutory and regulatory structure
that currently governs and dominates the federal acquisition process and
the contractor proposal process is summarized. Important and exciting
new directions in federal electronic commerce (EC) following the issuance
of George W. Bush’s President’s Management Agenda (PMA) and the passage
of the Federal Acquisition Streamlining Act (FASA) and the Federal
Acquisition Reform Act (FARA) are highlighted. Ethical business acquisition
practices are emphasized, and effective long-term marketing and
customer-relationship building approaches are presented.