TY  - BOOK
AU  - Frey,Robert S.
TI  - Successful proposal strategies for small business: using knowledge management to win government, private sector, and international contracts 
T2  - Artech House professional development and technology management library
SN  - 1580535569
AV  - HG177.5.U6 F74 2002eb
U1  - 658.8/04 21
PY  - 2002///
CY  - Boston
PB  - Artech House
KW  - Proposal writing for grants
KW  - United States
KW  - Small business
KW  - Finance
KW  - Demandes de subventions
KW  - États-Unis
KW  - Petites et moyennes entreprises
KW  - Finances
KW  - BUSINESS & ECONOMICS
KW  - Marketing
KW  - Industrial
KW  - bisacsh
KW  - fast
KW  - Electronic books
N1  - Includes bibliographical references (pages 495-512) and index; Competitive proposals and small business -- From set-asides to full and open competition -- Small business constraints -- Maximizing small business strengths -- SBIR and STTR programs -- Organizing your company to acquire new business -- Effective strategic and mission planning -- Converting knowledge into proposal success -- KM benefits proposal development -- Internal and external clients: looking at clients in a whole new way -- Strategic partnering and subcontracting opportunities -- Subcontracting opportunities and pathways to success -- Critical success factors -- Specific strategies for achieving subcontracts -- Becoming part of a governmentwide acquisition contract (GWAC) team -- Streamlined delegation of authority process -- How mentor-protege programs can help your business -- Marketing to and with your clients -- More than just selling -- Transactions are personal--people buy from people -- Listen to your client -- Infuse marketing intelligence into your proposal -- Intelligence gathering and analysis techniques -- Call plans -- Maintain management visibility on your contracts -- Project managers as client managers -- Commercial off-the-shelf acquisition -- Pursuing firm-fixed-price and invitation-for-bid opportunities -- Using the request for information and the request for comment as valuable marketing tools -- Standard Form 129s and contractor prequalification statements -- Ethics in marketing and business development -- Advertising, trade shows, and high-impact public relations -- Requests for proposals
UR  - https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=72730
ER  -