Verfügbarkeit: Successful Proposal Strategies On-The-Go!

Successful Proposal Strategies On-The-Go!:

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Bibliographische Detailangaben
1. Verfasser:	S. Frey, Robert (VerfasserIn)
Format:	Elektronisch E-Book
Sprache:	English
Veröffentlicht:	Norwood, MA Artech House 2023
Ausgabe:	1st ed
Online-Zugang:	DE-2070s
Beschreibung:	Description based on publisher supplied metadata and other sources
Beschreibung:	1 Online-Ressource (310 Seiten)
ISBN:	9781685690144

Internformat

MARC


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245	1	0	\|a Successful Proposal Strategies On-The-Go!
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505	8		\|a Intro -- CONTENTS -- FOREWORD -- PREFACE -- ACKNOWLEDGMENTS -- 1 FOCUSED PASSION -- 1.1 LEADERSHIP ACROSS TIME AND GEOGRAPHY -- 1.2 POWER OF PROPOSAL WIN BONUSES -- 1.3 PROPOSALS AND PROPOSALING IN CONTEXT -- 1.4 FOCUSED PASSION HELPS WIN FEDERAL PROPOSALS -- 1.5 FIRST THINGS FIRST -- 1.6 INSPIRING PASSION -- References -- 2 PROPOSALING IN CONTEXT: WHERE DOES THE PROPOSAL FIT WITHIN THE ENTIRE MARKETING LIFE CYCLE? -- 2.1 INTRODUCTION -- 2.2 WRAPPING BUSINESS DEVELOPMENT, CAPTURE MANAGEMENT, AND PROPOSAL DEVELOPMENT IN A BLANKET -- 2.3 EVERYONE IN YOUR COMPANY IS IN BUSINSS DEVELOPMENT -- 2.4 LOOKING THROUGH THE LENS OF PMBOK -- 2.5 USING THE LENS OF PMBOK TO FOCUS ON CAPTURE MANAGEMENT -- 2.6 PROPOSAL DEVELOPMENT-PATHWAY TO SUCCESSFUL BLUE TEAM REVIEW -- 2.7 KM THROUGH THE LENS OF PMBOK -- References -- 3 THE IMPORTANCE OF HUMAN DYNAMICS -- 3.1 METAPHORS MATTER -- 3.2 THE 71% EFFECT -- 3.3 STOP DROWNING IN MEETINGS -- 3.4 SEARCHING FOR EFFECTIVE COMMUNICATION -- 3.5 ORGANIZATIONAL CULTURE AND PERFORMANCE SUCCESS -- Selected Bibliography for Building Effective Teams -- References -- 4 PROPOSAL DEVELOPMENT AND KNOWLEDGE MANAGEMENT -- 4.1 COLLABORATION TOOLS -- 4.2 SPINNING PROPOSAL GOLD -- 4.3 AGILE PROJECT MANAGEMENT AND EFFECTIVE KNOWLEDGE SHARING IN ORGANIZATIONS -- 4.4 LIGHTING THE WAY-GETTING THE MOST OUT OF WHAT YOU KNOW -- 4.5 ARTIFICIAL INTELLIGENCE AND KM IN PROPOSAL LAND -- References -- 5 STATED AND UNSTATED CRITERIA -- 5.1 STATED AND UNSTATED CRITERIA -- 5.2 DEEPER INSIGHT INTO UNSTATED EVALUATION CRITERIA -- 5.3 KEY QUESTIONS TO ASK GOVERNMENT CIVIL SERVANTS TO LEARN ABOUT UNSTATNED CRITERIA -- 5.4 GETTING CREDIT FOR YOUR STRENGTHS-SHAPING THE FINAL RFP -- 5.5 CANDIDATE INSTRUCTIONS TO OFFERORS LANGUAGE (SECTION L) -- 5.6 CANDIDATE EVALUATION FACTORS LANGUAGE (SECTION M) -- 5.7 CANDIDATE SECTION L LANGUAGE: LONG-TERM BUSINESS STRATEGY.
505	8		\|a 5.8 CANDIDATE EVALUATION FACTOR LANGUAGE: LONG-TERM BUSINESS STATEGY -- 5.9 CANDIDATE SECTION L LANGUAGE: PROCESS INNOVATIONS -- 5.10 CANDIDATE EVALUATION FACTOR LANGUAGE: PROCESS INNOVATIONS -- 5.11 45 STRENGTHS ARE THE NEW TARGET -- Reference -- 6 MOVING BEYOND COMPLIANCE -- 6.1 PROPOSAL COMPLIANCE IS NECESSARY BUT NOT SUFFICIENT -- 6.2 FONT AND LINE SPACING: STILL CRITICAL ASPECTS OF PROPOSALING -- 6.3 STRAIGHTFORWARD COMPLIANCE CAN BE CHALLENGING -- 6.4 BUILDING A MEANINGFUL COMPLIANCE MATRIX -- 7 THE LOOK AND FEEL OF A WINNING PROPOSAL -- 7.1 WHAT DOES A WINNING PROPOSAL LOOK LIKE? -- 7.2 GOOD IS THE ENEMY OF GREAT -- 7.3 THE MOST IMPORTANT FACTORS IN WINNING -- 7.4 STAYING SHARP-BUSINESS ACQUISITION AS A FORMAL PROCESS -- References -- 8 HOPSCOTCHING THROUGH PROPOSAL-LAND -- 8.1 PROPOSAL INTEGRATION MAP -- 8.2 FRAMING AND PROPOSAL DEVELOPMENT -- 8.3 MAKING YOUR BUSINESS PROCESSES STAND OUT -- 8.4 COMMUNICATION AS A CRITICAL SUCCESS FACTOR IN PROPOSAL DEVELOPMENT -- 8.5 FEDERAL PROPOSAL DEVELOPMENT--COMPREHENSIVE RISK MANAGEMENT APPROACH -- 8.6 FEDERAL GOVERNMENT PROPOSALS-RESPONSIBLE CONTRACTOR -- 8.7 TAKE CONTRACTOR RESPONSIBILITY DETERMINATIONS SERIOUSLY -- 8.8 ORAL PRESENTATIONS -- 8.8.1 Best Practices for Virtual Oral Presentations -- 8.8.2 Selecting the Optimal Oral Presenters -- 8.9 INQUIRING MINDS -- References -- 9 THE IMPORTANCE OF UNDERSTANDING: SECTIONS L AND M -- 9.1 PAINT A PICTURE OF GENUINE UNDERSTANDING IN YOUR PROPOSALS -- 9.2 MISSING THE POINT OF UNDERSTANDING -- Reference -- 10 ORCHESTRATING TEAM INTERACTION AND DEVELOPING AN ON-TARGET PROPOSAL APPROACH -- 10.1 PROPOSAL DIRECTIVE-LIVING ENCYCLOPEDIA OF A WIN -- 10.2 THE CRITICAL ROLE OF THE PROPOSAL MANAGER -- 10.3 PULLING INTRIGUING THREADS-INTERVIEW WITH TECHNICAL SMES -- 10.4 RULES OF ENGAGEMENT FOR EFFECTIVE PROPOSAL MEETINGS.
505	8		\|a 10.5 BUILDING YOUR TECHNICAL APPROACH SECTIONS FOR A U.S. GOVERNMENT PROPOSAL -- 10.6 INCREASING EFFECTIVENESS IN REMOTE PROPOSAL DEVELOPMENT ENVIRONMENTS -- 11 USING SECTION M AS A WINDOW -- 11.1 FEDERAL PROPOSAL DEVELOPMENT-LOOKING THROUGH THE WINDOW OF SECTION M -- References -- 12 PROPOSAL SOLUTION DEVELOPMENT -- 12.1 SOLUTION DEVELOPMENT OVERVIEW -- 12.2 SOLUTION DEVELOPMENT TOOLS -- 12.3 SOLUTION DEVELOPMENT PROCESS -- 12.4 FRAMEWORK FOR TECHNICAL SOLUTION DEVELOPMENT -- 12.5 BOX-IN-A-BOX MODEL FOR PROPOSAL DEVELOPMENT -- 12.6 SOLUTION DEVELOPMENT-EFFECTIVE ALTERNATIVE TO BRAINSTORMING -- 12.7 HELPFUL PROPOSAL PUBLICATIONS -- Reference -- 13 PRECURSOR TO THE EXECUTIVE SUMMARY -- 13.1 INTRODUCTION -- 13.2 WIN STRATEGY WHITE PAPER AS A SOLUTION DEVELOPMENT TOOL -- 13.3 THE EXECUTIVE SUMMARY AS A REQUIREMENT -- 14 MULTIPLE PALETTES -- 14.1 ANOTHER PALETTE: A MEANINGFUL PROPOSAL COVER LETTER -- 14.2 PROPOSAL GRAPHICS AND PROPOSAL COVER DESIGN -- 14.3 WEBSITES-PROPOSAL SUPPORT PLATFORM AND SOURCE FOR PROTEST -- 14.4 PROPOSAL PROTEST SOURCE MATERIALS -- 14.5 LINKEDIN PROFILES OF KEY PERSONNEL -- References -- 15 PROPOSAL WRITING -- 15.1 PROPOSALS ARE KNOWLEDGE-BASED SALES DOCUMENTS -- 15.2 ABCS OF PROPOSAL WRITING -- 15.3 WRITING STANDARDS -- 15.4 ABSTRACTING AS A PROPOSAL SKILL -- 15.5 ACTIVE VOICE ADDS STRENGTH AND SAVES SPACE -- 15.6 ACTION CAPTIONS -- 15.7 METHODS OF ENHANCING YOUR PROPOSAL WRITING AND EDITING -- 15.8 RESOURCES TO SUPPORT YOUR COMPANY'S PROPOSAL WRITING EFFORTS -- 15.9 POTPOURRI -- 15.10 TAKE OFF IN THE RIGHT DIRECTION: DEFINING ACRONYMS EARLY IN YOUR PROPOSAL DEVELOPMENT PROCESS -- 15.11 DOVETAILING-FIT YOUR PROPOSAL EXACTINGLY WITH THE FEDERAL RFP -- 15.12 WORDS TO AVOID IN YOUR PROPOSALS -- 16 ACHIEVING PROPOSAL STRENGTHS THROUGH FORWARD-LOOKING BUSINESS DECISIONS -- 16.1 SOURCE SELECTION DOCUMENTS AND PROPOSAL STRENGTHS.
505	8		\|a 16.2 LINKING KEY BUSINESS DECISIONS TO PROPOSAL STRENGTHS -- 16.3 POINTING THE WAY-ANSWERS TO TRAINING PARTICIPANTS' QUESTIONS -- 16.4 POST-AWARD DEBRIEFINGS -- 16.5 LEVERAGING SOURCE SELECTION STATEMENTS TO MAKE KEY BUSINESS DECISIONS -- 17 LOOKING AT PROPOSAL REVIEWS FROM DIFFERENT ANGLES -- 17.1 VERTICAL AND HORIZONTAL PROPOSAL REVIEWS -- 17.2 MEASURE WHAT IS IMPORTANT-ENSURING THAT STRENGTHS FOR YOUR COMPANY APPEAR IN THE GOVERNMENT'S SOURCE SELECTION STATEMENT -- 17.3 COMBINING AGILE SCRUM AND SAM -- 17.4 AGILE IN CONTEXT -- Selected Bibliography -- References -- 18 BUILDING THE COST/PRICE VOLUME -- 18.1 OVERVIEW OF THE FAR -- 18.2 DEFINING KEY PRICING TERMINOLOGY -- 18.2.1 Cost Objective -- 18.2.2 Final Cost Objective -- 18.2.3 Direct Costs -- 18.2.4 Direct Labor -- 18.2.5 Subcontractor Labor -- 18.2.6 Labor Categories -- 18.2.7 Other Direct Costs -- 18.2.8 Indirect Costs -- 18.2.9 Fringe Benefits -- 18.2.10 Overhead -- 18.2.11 Procurement -- 18.2.12 G&amp -- A -- 18.2.13 Fully Burdened Rate -- 18.2.14 Fee -- 18.2.15 Unallowable Costs -- 18.3 OVERVIEW OF FEDERAL TRAVEL REGULATIONS -- 18.4 OVERVIEW OF THE COST ACCOUNTING STANDARDS -- 18.5 OVERVIEW OF RELEVANT GAAP -- 18.6 ADEQUACY OF THE CONTRACTOR'S INTERNAL ACCOUNTING SYSTEM -- 18.7 THE DCAA -- 18.8 RFP REVIEW -- 18.9 IMPORTANCE OF ALIGNING THE COST PROPOSAL WITH THE TECHNICAL AND MANAGEMENT PROPOSALS -- 18.10 COST ESTIMATING METHODS -- 18.11 METHODOLOGY FOR DETERMINING SALARY RANGES -- 18.12 METHODOLOGY FOR COMPUTING LABOR ESCALATION -- 18.13 HIGHLIGHTS OF THE PROCESS TO CALCULATE INDIRECT COSTS -- 18.14 DETERMINING ANNUAL PRODUCTIVE LABOR HOURS -- 18.15 METHODOLOGY TO COMPUTE FEE -- 18.16 COST VOLUME NARRATIVE AND PRODUCTION -- 18.17 AUDIT FILES -- 18.18 SPECIAL TOPICS -- 18.18.1 Uncompensated Overtime -- 18.18.2 Addressing Risk in the Cost Volu -- 18.18.3 What Is Cost Realism?
505	8		\|a 18.18.4 What Is Cost Reasonableness? -- 18.18.5 What Is Cost or Pricing Data? -- 18.18.6 Price to Win -- 18.18.7 Common Cost Proposal Problems -- 18.18.8 Useful Websites (Note That They May Change) and Templates (Always Check for the Latest Template Online) -- 18.19 PRICE PROPOSAL REFERENCE -- 19 ACADEMIC AND GOVERNMENT GRANT PROPOSALS AND INTERNATIONAL AND PRIVATE-SECTOR PROPOSALS -- 19.1 FEDERAL GRANTS -- 19.2 FEDERAL CONTRACTS -- 19.3 COMPARISON OF GRANT PROPOSAL WRITIN -- 19.3.1 Grant Proposal Writing -- 19.3.2 Competitive Federal Proposal Writing -- 19.4 INTERNATIONAL COMMERCIAL PROPOSAL DEVELOPMENT -- 20 EPILOGUE -- 20.1 DIRECT BENEFITS OF FEDERAL SUBCONTR -- 20.2 SPECIFIC STRATEGIES FOR ACHIEVING FEDERAL AND PRIVATE-SECTOR SUBCONTRACTS -- 20.3 BEST-PRACTICE B&amp -- P SCENARIO-SHIFT LEFT -- 20.4 SO, YOU ARE JUST GETTING STARTED WI -- LIST OF ACRONYMS -- ABOUT THE AUTHOR -- INDEX.
776	0	8	\|i Erscheint auch als \|n Druck-Ausgabe \|a S. Frey, Robert \|t Successful Proposal Strategies On-The-Go! \|d Norwood, MA : Artech House,c2023 \|z 9781685690137
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Datensatz im Suchindex

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contents	Intro -- CONTENTS -- FOREWORD -- PREFACE -- ACKNOWLEDGMENTS -- 1 FOCUSED PASSION -- 1.1 LEADERSHIP ACROSS TIME AND GEOGRAPHY -- 1.2 POWER OF PROPOSAL WIN BONUSES -- 1.3 PROPOSALS AND PROPOSALING IN CONTEXT -- 1.4 FOCUSED PASSION HELPS WIN FEDERAL PROPOSALS -- 1.5 FIRST THINGS FIRST -- 1.6 INSPIRING PASSION -- References -- 2 PROPOSALING IN CONTEXT: WHERE DOES THE PROPOSAL FIT WITHIN THE ENTIRE MARKETING LIFE CYCLE? -- 2.1 INTRODUCTION -- 2.2 WRAPPING BUSINESS DEVELOPMENT, CAPTURE MANAGEMENT, AND PROPOSAL DEVELOPMENT IN A BLANKET -- 2.3 EVERYONE IN YOUR COMPANY IS IN BUSINSS DEVELOPMENT -- 2.4 LOOKING THROUGH THE LENS OF PMBOK -- 2.5 USING THE LENS OF PMBOK TO FOCUS ON CAPTURE MANAGEMENT -- 2.6 PROPOSAL DEVELOPMENT-PATHWAY TO SUCCESSFUL BLUE TEAM REVIEW -- 2.7 KM THROUGH THE LENS OF PMBOK -- References -- 3 THE IMPORTANCE OF HUMAN DYNAMICS -- 3.1 METAPHORS MATTER -- 3.2 THE 71% EFFECT -- 3.3 STOP DROWNING IN MEETINGS -- 3.4 SEARCHING FOR EFFECTIVE COMMUNICATION -- 3.5 ORGANIZATIONAL CULTURE AND PERFORMANCE SUCCESS -- Selected Bibliography for Building Effective Teams -- References -- 4 PROPOSAL DEVELOPMENT AND KNOWLEDGE MANAGEMENT -- 4.1 COLLABORATION TOOLS -- 4.2 SPINNING PROPOSAL GOLD -- 4.3 AGILE PROJECT MANAGEMENT AND EFFECTIVE KNOWLEDGE SHARING IN ORGANIZATIONS -- 4.4 LIGHTING THE WAY-GETTING THE MOST OUT OF WHAT YOU KNOW -- 4.5 ARTIFICIAL INTELLIGENCE AND KM IN PROPOSAL LAND -- References -- 5 STATED AND UNSTATED CRITERIA -- 5.1 STATED AND UNSTATED CRITERIA -- 5.2 DEEPER INSIGHT INTO UNSTATED EVALUATION CRITERIA -- 5.3 KEY QUESTIONS TO ASK GOVERNMENT CIVIL SERVANTS TO LEARN ABOUT UNSTATNED CRITERIA -- 5.4 GETTING CREDIT FOR YOUR STRENGTHS-SHAPING THE FINAL RFP -- 5.5 CANDIDATE INSTRUCTIONS TO OFFERORS LANGUAGE (SECTION L) -- 5.6 CANDIDATE EVALUATION FACTORS LANGUAGE (SECTION M) -- 5.7 CANDIDATE SECTION L LANGUAGE: LONG-TERM BUSINESS STRATEGY. 5.8 CANDIDATE EVALUATION FACTOR LANGUAGE: LONG-TERM BUSINESS STATEGY -- 5.9 CANDIDATE SECTION L LANGUAGE: PROCESS INNOVATIONS -- 5.10 CANDIDATE EVALUATION FACTOR LANGUAGE: PROCESS INNOVATIONS -- 5.11 45 STRENGTHS ARE THE NEW TARGET -- Reference -- 6 MOVING BEYOND COMPLIANCE -- 6.1 PROPOSAL COMPLIANCE IS NECESSARY BUT NOT SUFFICIENT -- 6.2 FONT AND LINE SPACING: STILL CRITICAL ASPECTS OF PROPOSALING -- 6.3 STRAIGHTFORWARD COMPLIANCE CAN BE CHALLENGING -- 6.4 BUILDING A MEANINGFUL COMPLIANCE MATRIX -- 7 THE LOOK AND FEEL OF A WINNING PROPOSAL -- 7.1 WHAT DOES A WINNING PROPOSAL LOOK LIKE? -- 7.2 GOOD IS THE ENEMY OF GREAT -- 7.3 THE MOST IMPORTANT FACTORS IN WINNING -- 7.4 STAYING SHARP-BUSINESS ACQUISITION AS A FORMAL PROCESS -- References -- 8 HOPSCOTCHING THROUGH PROPOSAL-LAND -- 8.1 PROPOSAL INTEGRATION MAP -- 8.2 FRAMING AND PROPOSAL DEVELOPMENT -- 8.3 MAKING YOUR BUSINESS PROCESSES STAND OUT -- 8.4 COMMUNICATION AS A CRITICAL SUCCESS FACTOR IN PROPOSAL DEVELOPMENT -- 8.5 FEDERAL PROPOSAL DEVELOPMENT--COMPREHENSIVE RISK MANAGEMENT APPROACH -- 8.6 FEDERAL GOVERNMENT PROPOSALS-RESPONSIBLE CONTRACTOR -- 8.7 TAKE CONTRACTOR RESPONSIBILITY DETERMINATIONS SERIOUSLY -- 8.8 ORAL PRESENTATIONS -- 8.8.1 Best Practices for Virtual Oral Presentations -- 8.8.2 Selecting the Optimal Oral Presenters -- 8.9 INQUIRING MINDS -- References -- 9 THE IMPORTANCE OF UNDERSTANDING: SECTIONS L AND M -- 9.1 PAINT A PICTURE OF GENUINE UNDERSTANDING IN YOUR PROPOSALS -- 9.2 MISSING THE POINT OF UNDERSTANDING -- Reference -- 10 ORCHESTRATING TEAM INTERACTION AND DEVELOPING AN ON-TARGET PROPOSAL APPROACH -- 10.1 PROPOSAL DIRECTIVE-LIVING ENCYCLOPEDIA OF A WIN -- 10.2 THE CRITICAL ROLE OF THE PROPOSAL MANAGER -- 10.3 PULLING INTRIGUING THREADS-INTERVIEW WITH TECHNICAL SMES -- 10.4 RULES OF ENGAGEMENT FOR EFFECTIVE PROPOSAL MEETINGS. 10.5 BUILDING YOUR TECHNICAL APPROACH SECTIONS FOR A U.S. GOVERNMENT PROPOSAL -- 10.6 INCREASING EFFECTIVENESS IN REMOTE PROPOSAL DEVELOPMENT ENVIRONMENTS -- 11 USING SECTION M AS A WINDOW -- 11.1 FEDERAL PROPOSAL DEVELOPMENT-LOOKING THROUGH THE WINDOW OF SECTION M -- References -- 12 PROPOSAL SOLUTION DEVELOPMENT -- 12.1 SOLUTION DEVELOPMENT OVERVIEW -- 12.2 SOLUTION DEVELOPMENT TOOLS -- 12.3 SOLUTION DEVELOPMENT PROCESS -- 12.4 FRAMEWORK FOR TECHNICAL SOLUTION DEVELOPMENT -- 12.5 BOX-IN-A-BOX MODEL FOR PROPOSAL DEVELOPMENT -- 12.6 SOLUTION DEVELOPMENT-EFFECTIVE ALTERNATIVE TO BRAINSTORMING -- 12.7 HELPFUL PROPOSAL PUBLICATIONS -- Reference -- 13 PRECURSOR TO THE EXECUTIVE SUMMARY -- 13.1 INTRODUCTION -- 13.2 WIN STRATEGY WHITE PAPER AS A SOLUTION DEVELOPMENT TOOL -- 13.3 THE EXECUTIVE SUMMARY AS A REQUIREMENT -- 14 MULTIPLE PALETTES -- 14.1 ANOTHER PALETTE: A MEANINGFUL PROPOSAL COVER LETTER -- 14.2 PROPOSAL GRAPHICS AND PROPOSAL COVER DESIGN -- 14.3 WEBSITES-PROPOSAL SUPPORT PLATFORM AND SOURCE FOR PROTEST -- 14.4 PROPOSAL PROTEST SOURCE MATERIALS -- 14.5 LINKEDIN PROFILES OF KEY PERSONNEL -- References -- 15 PROPOSAL WRITING -- 15.1 PROPOSALS ARE KNOWLEDGE-BASED SALES DOCUMENTS -- 15.2 ABCS OF PROPOSAL WRITING -- 15.3 WRITING STANDARDS -- 15.4 ABSTRACTING AS A PROPOSAL SKILL -- 15.5 ACTIVE VOICE ADDS STRENGTH AND SAVES SPACE -- 15.6 ACTION CAPTIONS -- 15.7 METHODS OF ENHANCING YOUR PROPOSAL WRITING AND EDITING -- 15.8 RESOURCES TO SUPPORT YOUR COMPANY'S PROPOSAL WRITING EFFORTS -- 15.9 POTPOURRI -- 15.10 TAKE OFF IN THE RIGHT DIRECTION: DEFINING ACRONYMS EARLY IN YOUR PROPOSAL DEVELOPMENT PROCESS -- 15.11 DOVETAILING-FIT YOUR PROPOSAL EXACTINGLY WITH THE FEDERAL RFP -- 15.12 WORDS TO AVOID IN YOUR PROPOSALS -- 16 ACHIEVING PROPOSAL STRENGTHS THROUGH FORWARD-LOOKING BUSINESS DECISIONS -- 16.1 SOURCE SELECTION DOCUMENTS AND PROPOSAL STRENGTHS. 16.2 LINKING KEY BUSINESS DECISIONS TO PROPOSAL STRENGTHS -- 16.3 POINTING THE WAY-ANSWERS TO TRAINING PARTICIPANTS' QUESTIONS -- 16.4 POST-AWARD DEBRIEFINGS -- 16.5 LEVERAGING SOURCE SELECTION STATEMENTS TO MAKE KEY BUSINESS DECISIONS -- 17 LOOKING AT PROPOSAL REVIEWS FROM DIFFERENT ANGLES -- 17.1 VERTICAL AND HORIZONTAL PROPOSAL REVIEWS -- 17.2 MEASURE WHAT IS IMPORTANT-ENSURING THAT STRENGTHS FOR YOUR COMPANY APPEAR IN THE GOVERNMENT'S SOURCE SELECTION STATEMENT -- 17.3 COMBINING AGILE SCRUM AND SAM -- 17.4 AGILE IN CONTEXT -- Selected Bibliography -- References -- 18 BUILDING THE COST/PRICE VOLUME -- 18.1 OVERVIEW OF THE FAR -- 18.2 DEFINING KEY PRICING TERMINOLOGY -- 18.2.1 Cost Objective -- 18.2.2 Final Cost Objective -- 18.2.3 Direct Costs -- 18.2.4 Direct Labor -- 18.2.5 Subcontractor Labor -- 18.2.6 Labor Categories -- 18.2.7 Other Direct Costs -- 18.2.8 Indirect Costs -- 18.2.9 Fringe Benefits -- 18.2.10 Overhead -- 18.2.11 Procurement -- 18.2.12 G&amp -- A -- 18.2.13 Fully Burdened Rate -- 18.2.14 Fee -- 18.2.15 Unallowable Costs -- 18.3 OVERVIEW OF FEDERAL TRAVEL REGULATIONS -- 18.4 OVERVIEW OF THE COST ACCOUNTING STANDARDS -- 18.5 OVERVIEW OF RELEVANT GAAP -- 18.6 ADEQUACY OF THE CONTRACTOR'S INTERNAL ACCOUNTING SYSTEM -- 18.7 THE DCAA -- 18.8 RFP REVIEW -- 18.9 IMPORTANCE OF ALIGNING THE COST PROPOSAL WITH THE TECHNICAL AND MANAGEMENT PROPOSALS -- 18.10 COST ESTIMATING METHODS -- 18.11 METHODOLOGY FOR DETERMINING SALARY RANGES -- 18.12 METHODOLOGY FOR COMPUTING LABOR ESCALATION -- 18.13 HIGHLIGHTS OF THE PROCESS TO CALCULATE INDIRECT COSTS -- 18.14 DETERMINING ANNUAL PRODUCTIVE LABOR HOURS -- 18.15 METHODOLOGY TO COMPUTE FEE -- 18.16 COST VOLUME NARRATIVE AND PRODUCTION -- 18.17 AUDIT FILES -- 18.18 SPECIAL TOPICS -- 18.18.1 Uncompensated Overtime -- 18.18.2 Addressing Risk in the Cost Volu -- 18.18.3 What Is Cost Realism? 18.18.4 What Is Cost Reasonableness? -- 18.18.5 What Is Cost or Pricing Data? -- 18.18.6 Price to Win -- 18.18.7 Common Cost Proposal Problems -- 18.18.8 Useful Websites (Note That They May Change) and Templates (Always Check for the Latest Template Online) -- 18.19 PRICE PROPOSAL REFERENCE -- 19 ACADEMIC AND GOVERNMENT GRANT PROPOSALS AND INTERNATIONAL AND PRIVATE-SECTOR PROPOSALS -- 19.1 FEDERAL GRANTS -- 19.2 FEDERAL CONTRACTS -- 19.3 COMPARISON OF GRANT PROPOSAL WRITIN -- 19.3.1 Grant Proposal Writing -- 19.3.2 Competitive Federal Proposal Writing -- 19.4 INTERNATIONAL COMMERCIAL PROPOSAL DEVELOPMENT -- 20 EPILOGUE -- 20.1 DIRECT BENEFITS OF FEDERAL SUBCONTR -- 20.2 SPECIFIC STRATEGIES FOR ACHIEVING FEDERAL AND PRIVATE-SECTOR SUBCONTRACTS -- 20.3 BEST-PRACTICE B&amp -- P SCENARIO-SHIFT LEFT -- 20.4 SO, YOU ARE JUST GETTING STARTED WI -- LIST OF ACRONYMS -- ABOUT THE AUTHOR -- INDEX.
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format	Electronic eBook
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Frey, Robert</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Successful Proposal Strategies On-The-Go!</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1st ed</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Norwood, MA</subfield><subfield code="b">Artech House</subfield><subfield code="c">2023</subfield></datafield><datafield tag="264" ind1=" " ind2="4"><subfield code="c">©2023</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 Online-Ressource (310 Seiten)</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Description based on publisher supplied metadata and other sources</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Intro -- CONTENTS -- FOREWORD -- PREFACE -- ACKNOWLEDGMENTS -- 1 FOCUSED PASSION -- 1.1 LEADERSHIP ACROSS TIME AND GEOGRAPHY -- 1.2 POWER OF PROPOSAL WIN BONUSES -- 1.3 PROPOSALS AND PROPOSALING IN CONTEXT -- 1.4 FOCUSED PASSION HELPS WIN FEDERAL PROPOSALS -- 1.5 FIRST THINGS FIRST -- 1.6 INSPIRING PASSION -- References -- 2 PROPOSALING IN CONTEXT: WHERE DOES THE PROPOSAL FIT WITHIN THE ENTIRE MARKETING LIFE CYCLE? -- 2.1 INTRODUCTION -- 2.2 WRAPPING BUSINESS DEVELOPMENT, CAPTURE MANAGEMENT, AND PROPOSAL DEVELOPMENT IN A BLANKET -- 2.3 EVERYONE IN YOUR COMPANY IS IN BUSINSS DEVELOPMENT -- 2.4 LOOKING THROUGH THE LENS OF PMBOK -- 2.5 USING THE LENS OF PMBOK TO FOCUS ON CAPTURE MANAGEMENT -- 2.6 PROPOSAL DEVELOPMENT-PATHWAY TO SUCCESSFUL BLUE TEAM REVIEW -- 2.7 KM THROUGH THE LENS OF PMBOK -- References -- 3 THE IMPORTANCE OF HUMAN DYNAMICS -- 3.1 METAPHORS MATTER -- 3.2 THE 71% EFFECT -- 3.3 STOP DROWNING IN MEETINGS -- 3.4 SEARCHING FOR EFFECTIVE COMMUNICATION -- 3.5 ORGANIZATIONAL CULTURE AND PERFORMANCE SUCCESS -- Selected Bibliography for Building Effective Teams -- References -- 4 PROPOSAL DEVELOPMENT AND KNOWLEDGE MANAGEMENT -- 4.1 COLLABORATION TOOLS -- 4.2 SPINNING PROPOSAL GOLD -- 4.3 AGILE PROJECT MANAGEMENT AND EFFECTIVE KNOWLEDGE SHARING IN ORGANIZATIONS -- 4.4 LIGHTING THE WAY-GETTING THE MOST OUT OF WHAT YOU KNOW -- 4.5 ARTIFICIAL INTELLIGENCE AND KM IN PROPOSAL LAND -- References -- 5 STATED AND UNSTATED CRITERIA -- 5.1 STATED AND UNSTATED CRITERIA -- 5.2 DEEPER INSIGHT INTO UNSTATED EVALUATION CRITERIA -- 5.3 KEY QUESTIONS TO ASK GOVERNMENT CIVIL SERVANTS TO LEARN ABOUT UNSTATNED CRITERIA -- 5.4 GETTING CREDIT FOR YOUR STRENGTHS-SHAPING THE FINAL RFP -- 5.5 CANDIDATE INSTRUCTIONS TO OFFERORS LANGUAGE (SECTION L) -- 5.6 CANDIDATE EVALUATION FACTORS LANGUAGE (SECTION M) -- 5.7 CANDIDATE SECTION L LANGUAGE: LONG-TERM BUSINESS STRATEGY.</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">5.8 CANDIDATE EVALUATION FACTOR LANGUAGE: LONG-TERM BUSINESS STATEGY -- 5.9 CANDIDATE SECTION L LANGUAGE: PROCESS INNOVATIONS -- 5.10 CANDIDATE EVALUATION FACTOR LANGUAGE: PROCESS INNOVATIONS -- 5.11 45 STRENGTHS ARE THE NEW TARGET -- Reference -- 6 MOVING BEYOND COMPLIANCE -- 6.1 PROPOSAL COMPLIANCE IS NECESSARY BUT NOT SUFFICIENT -- 6.2 FONT AND LINE SPACING: STILL CRITICAL ASPECTS OF PROPOSALING -- 6.3 STRAIGHTFORWARD COMPLIANCE CAN BE CHALLENGING -- 6.4 BUILDING A MEANINGFUL COMPLIANCE MATRIX -- 7 THE LOOK AND FEEL OF A WINNING PROPOSAL -- 7.1 WHAT DOES A WINNING PROPOSAL LOOK LIKE? -- 7.2 GOOD IS THE ENEMY OF GREAT -- 7.3 THE MOST IMPORTANT FACTORS IN WINNING -- 7.4 STAYING SHARP-BUSINESS ACQUISITION AS A FORMAL PROCESS -- References -- 8 HOPSCOTCHING THROUGH PROPOSAL-LAND -- 8.1 PROPOSAL INTEGRATION MAP -- 8.2 FRAMING AND PROPOSAL DEVELOPMENT -- 8.3 MAKING YOUR BUSINESS PROCESSES STAND OUT -- 8.4 COMMUNICATION AS A CRITICAL SUCCESS FACTOR IN PROPOSAL DEVELOPMENT -- 8.5 FEDERAL PROPOSAL DEVELOPMENT--COMPREHENSIVE RISK MANAGEMENT APPROACH -- 8.6 FEDERAL GOVERNMENT PROPOSALS-RESPONSIBLE CONTRACTOR -- 8.7 TAKE CONTRACTOR RESPONSIBILITY DETERMINATIONS SERIOUSLY -- 8.8 ORAL PRESENTATIONS -- 8.8.1 Best Practices for Virtual Oral Presentations -- 8.8.2 Selecting the Optimal Oral Presenters -- 8.9 INQUIRING MINDS -- References -- 9 THE IMPORTANCE OF UNDERSTANDING: SECTIONS L AND M -- 9.1 PAINT A PICTURE OF GENUINE UNDERSTANDING IN YOUR PROPOSALS -- 9.2 MISSING THE POINT OF UNDERSTANDING -- Reference -- 10 ORCHESTRATING TEAM INTERACTION AND DEVELOPING AN ON-TARGET PROPOSAL APPROACH -- 10.1 PROPOSAL DIRECTIVE-LIVING ENCYCLOPEDIA OF A WIN -- 10.2 THE CRITICAL ROLE OF THE PROPOSAL MANAGER -- 10.3 PULLING INTRIGUING THREADS-INTERVIEW WITH TECHNICAL SMES -- 10.4 RULES OF ENGAGEMENT FOR EFFECTIVE PROPOSAL MEETINGS.</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">10.5 BUILDING YOUR TECHNICAL APPROACH SECTIONS FOR A U.S. GOVERNMENT PROPOSAL -- 10.6 INCREASING EFFECTIVENESS IN REMOTE PROPOSAL DEVELOPMENT ENVIRONMENTS -- 11 USING SECTION M AS A WINDOW -- 11.1 FEDERAL PROPOSAL DEVELOPMENT-LOOKING THROUGH THE WINDOW OF SECTION M -- References -- 12 PROPOSAL SOLUTION DEVELOPMENT -- 12.1 SOLUTION DEVELOPMENT OVERVIEW -- 12.2 SOLUTION DEVELOPMENT TOOLS -- 12.3 SOLUTION DEVELOPMENT PROCESS -- 12.4 FRAMEWORK FOR TECHNICAL SOLUTION DEVELOPMENT -- 12.5 BOX-IN-A-BOX MODEL FOR PROPOSAL DEVELOPMENT -- 12.6 SOLUTION DEVELOPMENT-EFFECTIVE ALTERNATIVE TO BRAINSTORMING -- 12.7 HELPFUL PROPOSAL PUBLICATIONS -- Reference -- 13 PRECURSOR TO THE EXECUTIVE SUMMARY -- 13.1 INTRODUCTION -- 13.2 WIN STRATEGY WHITE PAPER AS A SOLUTION DEVELOPMENT TOOL -- 13.3 THE EXECUTIVE SUMMARY AS A REQUIREMENT -- 14 MULTIPLE PALETTES -- 14.1 ANOTHER PALETTE: A MEANINGFUL PROPOSAL COVER LETTER -- 14.2 PROPOSAL GRAPHICS AND PROPOSAL COVER DESIGN -- 14.3 WEBSITES-PROPOSAL SUPPORT PLATFORM AND SOURCE FOR PROTEST -- 14.4 PROPOSAL PROTEST SOURCE MATERIALS -- 14.5 LINKEDIN PROFILES OF KEY PERSONNEL -- References -- 15 PROPOSAL WRITING -- 15.1 PROPOSALS ARE KNOWLEDGE-BASED SALES DOCUMENTS -- 15.2 ABCS OF PROPOSAL WRITING -- 15.3 WRITING STANDARDS -- 15.4 ABSTRACTING AS A PROPOSAL SKILL -- 15.5 ACTIVE VOICE ADDS STRENGTH AND SAVES SPACE -- 15.6 ACTION CAPTIONS -- 15.7 METHODS OF ENHANCING YOUR PROPOSAL WRITING AND EDITING -- 15.8 RESOURCES TO SUPPORT YOUR COMPANY'S PROPOSAL WRITING EFFORTS -- 15.9 POTPOURRI -- 15.10 TAKE OFF IN THE RIGHT DIRECTION: DEFINING ACRONYMS EARLY IN YOUR PROPOSAL DEVELOPMENT PROCESS -- 15.11 DOVETAILING-FIT YOUR PROPOSAL EXACTINGLY WITH THE FEDERAL RFP -- 15.12 WORDS TO AVOID IN YOUR PROPOSALS -- 16 ACHIEVING PROPOSAL STRENGTHS THROUGH FORWARD-LOOKING BUSINESS DECISIONS -- 16.1 SOURCE SELECTION DOCUMENTS AND PROPOSAL STRENGTHS.</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">16.2 LINKING KEY BUSINESS DECISIONS TO PROPOSAL STRENGTHS -- 16.3 POINTING THE WAY-ANSWERS TO TRAINING PARTICIPANTS' QUESTIONS -- 16.4 POST-AWARD DEBRIEFINGS -- 16.5 LEVERAGING SOURCE SELECTION STATEMENTS TO MAKE KEY BUSINESS DECISIONS -- 17 LOOKING AT PROPOSAL REVIEWS FROM DIFFERENT ANGLES -- 17.1 VERTICAL AND HORIZONTAL PROPOSAL REVIEWS -- 17.2 MEASURE WHAT IS IMPORTANT-ENSURING THAT STRENGTHS FOR YOUR COMPANY APPEAR IN THE GOVERNMENT'S SOURCE SELECTION STATEMENT -- 17.3 COMBINING AGILE SCRUM AND SAM -- 17.4 AGILE IN CONTEXT -- Selected Bibliography -- References -- 18 BUILDING THE COST/PRICE VOLUME -- 18.1 OVERVIEW OF THE FAR -- 18.2 DEFINING KEY PRICING TERMINOLOGY -- 18.2.1 Cost Objective -- 18.2.2 Final Cost Objective -- 18.2.3 Direct Costs -- 18.2.4 Direct Labor -- 18.2.5 Subcontractor Labor -- 18.2.6 Labor Categories -- 18.2.7 Other Direct Costs -- 18.2.8 Indirect Costs -- 18.2.9 Fringe Benefits -- 18.2.10 Overhead -- 18.2.11 Procurement -- 18.2.12 G&amp -- A -- 18.2.13 Fully Burdened Rate -- 18.2.14 Fee -- 18.2.15 Unallowable Costs -- 18.3 OVERVIEW OF FEDERAL TRAVEL REGULATIONS -- 18.4 OVERVIEW OF THE COST ACCOUNTING STANDARDS -- 18.5 OVERVIEW OF RELEVANT GAAP -- 18.6 ADEQUACY OF THE CONTRACTOR'S INTERNAL ACCOUNTING SYSTEM -- 18.7 THE DCAA -- 18.8 RFP REVIEW -- 18.9 IMPORTANCE OF ALIGNING THE COST PROPOSAL WITH THE TECHNICAL AND MANAGEMENT PROPOSALS -- 18.10 COST ESTIMATING METHODS -- 18.11 METHODOLOGY FOR DETERMINING SALARY RANGES -- 18.12 METHODOLOGY FOR COMPUTING LABOR ESCALATION -- 18.13 HIGHLIGHTS OF THE PROCESS TO CALCULATE INDIRECT COSTS -- 18.14 DETERMINING ANNUAL PRODUCTIVE LABOR HOURS -- 18.15 METHODOLOGY TO COMPUTE FEE -- 18.16 COST VOLUME NARRATIVE AND PRODUCTION -- 18.17 AUDIT FILES -- 18.18 SPECIAL TOPICS -- 18.18.1 Uncompensated Overtime -- 18.18.2 Addressing Risk in the Cost Volu -- 18.18.3 What Is Cost Realism?</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">18.18.4 What Is Cost Reasonableness? -- 18.18.5 What Is Cost or Pricing Data? -- 18.18.6 Price to Win -- 18.18.7 Common Cost Proposal Problems -- 18.18.8 Useful Websites (Note That They May Change) and Templates (Always Check for the Latest Template Online) -- 18.19 PRICE PROPOSAL REFERENCE -- 19 ACADEMIC AND GOVERNMENT GRANT PROPOSALS AND INTERNATIONAL AND PRIVATE-SECTOR PROPOSALS -- 19.1 FEDERAL GRANTS -- 19.2 FEDERAL CONTRACTS -- 19.3 COMPARISON OF GRANT PROPOSAL WRITIN -- 19.3.1 Grant Proposal Writing -- 19.3.2 Competitive Federal Proposal Writing -- 19.4 INTERNATIONAL COMMERCIAL PROPOSAL DEVELOPMENT -- 20 EPILOGUE -- 20.1 DIRECT BENEFITS OF FEDERAL SUBCONTR -- 20.2 SPECIFIC STRATEGIES FOR ACHIEVING FEDERAL AND PRIVATE-SECTOR SUBCONTRACTS -- 20.3 BEST-PRACTICE B&amp -- P SCENARIO-SHIFT LEFT -- 20.4 SO, YOU ARE JUST GETTING STARTED WI -- LIST OF ACRONYMS -- ABOUT THE AUTHOR -- INDEX.</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Erscheint auch als</subfield><subfield code="n">Druck-Ausgabe</subfield><subfield code="a">S. Frey, Robert</subfield><subfield code="t">Successful Proposal Strategies On-The-Go!</subfield><subfield code="d">Norwood, MA : Artech House,c2023</subfield><subfield code="z">9781685690137</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-PQE</subfield></datafield><datafield tag="943" ind1="1" ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-035437884</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://ebookcentral.proquest.com/lib/hwr/detail.action?docID=31063381</subfield><subfield code="l">DE-2070s</subfield><subfield code="p">ZDB-30-PQE</subfield><subfield code="q">HWR_PDA_PQE</subfield><subfield code="x">Aggregator</subfield><subfield code="3">Volltext</subfield></datafield></record></collection>
id	DE-604.BV050100722
illustrated	Not Illustrated
indexdate	2024-12-18T07:00:34Z
institution	BVB
isbn	9781685690144
language	English
oai_aleph_id	oai:aleph.bib-bvb.de:BVB01-035437884
oclc_num	1417757913
open_access_boolean
owner	DE-2070s
owner_facet	DE-2070s
physical	1 Online-Ressource (310 Seiten)
psigel	ZDB-30-PQE ZDB-30-PQE HWR_PDA_PQE
publishDate	2023
publishDateSearch	2023
publishDateSort	2023
publisher	Artech House
record_format	marc
spelling	S. Frey, Robert Verfasser aut Successful Proposal Strategies On-The-Go! 1st ed Norwood, MA Artech House 2023 ©2023 1 Online-Ressource (310 Seiten) txt rdacontent c rdamedia cr rdacarrier Description based on publisher supplied metadata and other sources Intro -- CONTENTS -- FOREWORD -- PREFACE -- ACKNOWLEDGMENTS -- 1 FOCUSED PASSION -- 1.1 LEADERSHIP ACROSS TIME AND GEOGRAPHY -- 1.2 POWER OF PROPOSAL WIN BONUSES -- 1.3 PROPOSALS AND PROPOSALING IN CONTEXT -- 1.4 FOCUSED PASSION HELPS WIN FEDERAL PROPOSALS -- 1.5 FIRST THINGS FIRST -- 1.6 INSPIRING PASSION -- References -- 2 PROPOSALING IN CONTEXT: WHERE DOES THE PROPOSAL FIT WITHIN THE ENTIRE MARKETING LIFE CYCLE? -- 2.1 INTRODUCTION -- 2.2 WRAPPING BUSINESS DEVELOPMENT, CAPTURE MANAGEMENT, AND PROPOSAL DEVELOPMENT IN A BLANKET -- 2.3 EVERYONE IN YOUR COMPANY IS IN BUSINSS DEVELOPMENT -- 2.4 LOOKING THROUGH THE LENS OF PMBOK -- 2.5 USING THE LENS OF PMBOK TO FOCUS ON CAPTURE MANAGEMENT -- 2.6 PROPOSAL DEVELOPMENT-PATHWAY TO SUCCESSFUL BLUE TEAM REVIEW -- 2.7 KM THROUGH THE LENS OF PMBOK -- References -- 3 THE IMPORTANCE OF HUMAN DYNAMICS -- 3.1 METAPHORS MATTER -- 3.2 THE 71% EFFECT -- 3.3 STOP DROWNING IN MEETINGS -- 3.4 SEARCHING FOR EFFECTIVE COMMUNICATION -- 3.5 ORGANIZATIONAL CULTURE AND PERFORMANCE SUCCESS -- Selected Bibliography for Building Effective Teams -- References -- 4 PROPOSAL DEVELOPMENT AND KNOWLEDGE MANAGEMENT -- 4.1 COLLABORATION TOOLS -- 4.2 SPINNING PROPOSAL GOLD -- 4.3 AGILE PROJECT MANAGEMENT AND EFFECTIVE KNOWLEDGE SHARING IN ORGANIZATIONS -- 4.4 LIGHTING THE WAY-GETTING THE MOST OUT OF WHAT YOU KNOW -- 4.5 ARTIFICIAL INTELLIGENCE AND KM IN PROPOSAL LAND -- References -- 5 STATED AND UNSTATED CRITERIA -- 5.1 STATED AND UNSTATED CRITERIA -- 5.2 DEEPER INSIGHT INTO UNSTATED EVALUATION CRITERIA -- 5.3 KEY QUESTIONS TO ASK GOVERNMENT CIVIL SERVANTS TO LEARN ABOUT UNSTATNED CRITERIA -- 5.4 GETTING CREDIT FOR YOUR STRENGTHS-SHAPING THE FINAL RFP -- 5.5 CANDIDATE INSTRUCTIONS TO OFFERORS LANGUAGE (SECTION L) -- 5.6 CANDIDATE EVALUATION FACTORS LANGUAGE (SECTION M) -- 5.7 CANDIDATE SECTION L LANGUAGE: LONG-TERM BUSINESS STRATEGY. 5.8 CANDIDATE EVALUATION FACTOR LANGUAGE: LONG-TERM BUSINESS STATEGY -- 5.9 CANDIDATE SECTION L LANGUAGE: PROCESS INNOVATIONS -- 5.10 CANDIDATE EVALUATION FACTOR LANGUAGE: PROCESS INNOVATIONS -- 5.11 45 STRENGTHS ARE THE NEW TARGET -- Reference -- 6 MOVING BEYOND COMPLIANCE -- 6.1 PROPOSAL COMPLIANCE IS NECESSARY BUT NOT SUFFICIENT -- 6.2 FONT AND LINE SPACING: STILL CRITICAL ASPECTS OF PROPOSALING -- 6.3 STRAIGHTFORWARD COMPLIANCE CAN BE CHALLENGING -- 6.4 BUILDING A MEANINGFUL COMPLIANCE MATRIX -- 7 THE LOOK AND FEEL OF A WINNING PROPOSAL -- 7.1 WHAT DOES A WINNING PROPOSAL LOOK LIKE? -- 7.2 GOOD IS THE ENEMY OF GREAT -- 7.3 THE MOST IMPORTANT FACTORS IN WINNING -- 7.4 STAYING SHARP-BUSINESS ACQUISITION AS A FORMAL PROCESS -- References -- 8 HOPSCOTCHING THROUGH PROPOSAL-LAND -- 8.1 PROPOSAL INTEGRATION MAP -- 8.2 FRAMING AND PROPOSAL DEVELOPMENT -- 8.3 MAKING YOUR BUSINESS PROCESSES STAND OUT -- 8.4 COMMUNICATION AS A CRITICAL SUCCESS FACTOR IN PROPOSAL DEVELOPMENT -- 8.5 FEDERAL PROPOSAL DEVELOPMENT--COMPREHENSIVE RISK MANAGEMENT APPROACH -- 8.6 FEDERAL GOVERNMENT PROPOSALS-RESPONSIBLE CONTRACTOR -- 8.7 TAKE CONTRACTOR RESPONSIBILITY DETERMINATIONS SERIOUSLY -- 8.8 ORAL PRESENTATIONS -- 8.8.1 Best Practices for Virtual Oral Presentations -- 8.8.2 Selecting the Optimal Oral Presenters -- 8.9 INQUIRING MINDS -- References -- 9 THE IMPORTANCE OF UNDERSTANDING: SECTIONS L AND M -- 9.1 PAINT A PICTURE OF GENUINE UNDERSTANDING IN YOUR PROPOSALS -- 9.2 MISSING THE POINT OF UNDERSTANDING -- Reference -- 10 ORCHESTRATING TEAM INTERACTION AND DEVELOPING AN ON-TARGET PROPOSAL APPROACH -- 10.1 PROPOSAL DIRECTIVE-LIVING ENCYCLOPEDIA OF A WIN -- 10.2 THE CRITICAL ROLE OF THE PROPOSAL MANAGER -- 10.3 PULLING INTRIGUING THREADS-INTERVIEW WITH TECHNICAL SMES -- 10.4 RULES OF ENGAGEMENT FOR EFFECTIVE PROPOSAL MEETINGS. 10.5 BUILDING YOUR TECHNICAL APPROACH SECTIONS FOR A U.S. GOVERNMENT PROPOSAL -- 10.6 INCREASING EFFECTIVENESS IN REMOTE PROPOSAL DEVELOPMENT ENVIRONMENTS -- 11 USING SECTION M AS A WINDOW -- 11.1 FEDERAL PROPOSAL DEVELOPMENT-LOOKING THROUGH THE WINDOW OF SECTION M -- References -- 12 PROPOSAL SOLUTION DEVELOPMENT -- 12.1 SOLUTION DEVELOPMENT OVERVIEW -- 12.2 SOLUTION DEVELOPMENT TOOLS -- 12.3 SOLUTION DEVELOPMENT PROCESS -- 12.4 FRAMEWORK FOR TECHNICAL SOLUTION DEVELOPMENT -- 12.5 BOX-IN-A-BOX MODEL FOR PROPOSAL DEVELOPMENT -- 12.6 SOLUTION DEVELOPMENT-EFFECTIVE ALTERNATIVE TO BRAINSTORMING -- 12.7 HELPFUL PROPOSAL PUBLICATIONS -- Reference -- 13 PRECURSOR TO THE EXECUTIVE SUMMARY -- 13.1 INTRODUCTION -- 13.2 WIN STRATEGY WHITE PAPER AS A SOLUTION DEVELOPMENT TOOL -- 13.3 THE EXECUTIVE SUMMARY AS A REQUIREMENT -- 14 MULTIPLE PALETTES -- 14.1 ANOTHER PALETTE: A MEANINGFUL PROPOSAL COVER LETTER -- 14.2 PROPOSAL GRAPHICS AND PROPOSAL COVER DESIGN -- 14.3 WEBSITES-PROPOSAL SUPPORT PLATFORM AND SOURCE FOR PROTEST -- 14.4 PROPOSAL PROTEST SOURCE MATERIALS -- 14.5 LINKEDIN PROFILES OF KEY PERSONNEL -- References -- 15 PROPOSAL WRITING -- 15.1 PROPOSALS ARE KNOWLEDGE-BASED SALES DOCUMENTS -- 15.2 ABCS OF PROPOSAL WRITING -- 15.3 WRITING STANDARDS -- 15.4 ABSTRACTING AS A PROPOSAL SKILL -- 15.5 ACTIVE VOICE ADDS STRENGTH AND SAVES SPACE -- 15.6 ACTION CAPTIONS -- 15.7 METHODS OF ENHANCING YOUR PROPOSAL WRITING AND EDITING -- 15.8 RESOURCES TO SUPPORT YOUR COMPANY'S PROPOSAL WRITING EFFORTS -- 15.9 POTPOURRI -- 15.10 TAKE OFF IN THE RIGHT DIRECTION: DEFINING ACRONYMS EARLY IN YOUR PROPOSAL DEVELOPMENT PROCESS -- 15.11 DOVETAILING-FIT YOUR PROPOSAL EXACTINGLY WITH THE FEDERAL RFP -- 15.12 WORDS TO AVOID IN YOUR PROPOSALS -- 16 ACHIEVING PROPOSAL STRENGTHS THROUGH FORWARD-LOOKING BUSINESS DECISIONS -- 16.1 SOURCE SELECTION DOCUMENTS AND PROPOSAL STRENGTHS. 16.2 LINKING KEY BUSINESS DECISIONS TO PROPOSAL STRENGTHS -- 16.3 POINTING THE WAY-ANSWERS TO TRAINING PARTICIPANTS' QUESTIONS -- 16.4 POST-AWARD DEBRIEFINGS -- 16.5 LEVERAGING SOURCE SELECTION STATEMENTS TO MAKE KEY BUSINESS DECISIONS -- 17 LOOKING AT PROPOSAL REVIEWS FROM DIFFERENT ANGLES -- 17.1 VERTICAL AND HORIZONTAL PROPOSAL REVIEWS -- 17.2 MEASURE WHAT IS IMPORTANT-ENSURING THAT STRENGTHS FOR YOUR COMPANY APPEAR IN THE GOVERNMENT'S SOURCE SELECTION STATEMENT -- 17.3 COMBINING AGILE SCRUM AND SAM -- 17.4 AGILE IN CONTEXT -- Selected Bibliography -- References -- 18 BUILDING THE COST/PRICE VOLUME -- 18.1 OVERVIEW OF THE FAR -- 18.2 DEFINING KEY PRICING TERMINOLOGY -- 18.2.1 Cost Objective -- 18.2.2 Final Cost Objective -- 18.2.3 Direct Costs -- 18.2.4 Direct Labor -- 18.2.5 Subcontractor Labor -- 18.2.6 Labor Categories -- 18.2.7 Other Direct Costs -- 18.2.8 Indirect Costs -- 18.2.9 Fringe Benefits -- 18.2.10 Overhead -- 18.2.11 Procurement -- 18.2.12 G&amp -- A -- 18.2.13 Fully Burdened Rate -- 18.2.14 Fee -- 18.2.15 Unallowable Costs -- 18.3 OVERVIEW OF FEDERAL TRAVEL REGULATIONS -- 18.4 OVERVIEW OF THE COST ACCOUNTING STANDARDS -- 18.5 OVERVIEW OF RELEVANT GAAP -- 18.6 ADEQUACY OF THE CONTRACTOR'S INTERNAL ACCOUNTING SYSTEM -- 18.7 THE DCAA -- 18.8 RFP REVIEW -- 18.9 IMPORTANCE OF ALIGNING THE COST PROPOSAL WITH THE TECHNICAL AND MANAGEMENT PROPOSALS -- 18.10 COST ESTIMATING METHODS -- 18.11 METHODOLOGY FOR DETERMINING SALARY RANGES -- 18.12 METHODOLOGY FOR COMPUTING LABOR ESCALATION -- 18.13 HIGHLIGHTS OF THE PROCESS TO CALCULATE INDIRECT COSTS -- 18.14 DETERMINING ANNUAL PRODUCTIVE LABOR HOURS -- 18.15 METHODOLOGY TO COMPUTE FEE -- 18.16 COST VOLUME NARRATIVE AND PRODUCTION -- 18.17 AUDIT FILES -- 18.18 SPECIAL TOPICS -- 18.18.1 Uncompensated Overtime -- 18.18.2 Addressing Risk in the Cost Volu -- 18.18.3 What Is Cost Realism? 18.18.4 What Is Cost Reasonableness? -- 18.18.5 What Is Cost or Pricing Data? -- 18.18.6 Price to Win -- 18.18.7 Common Cost Proposal Problems -- 18.18.8 Useful Websites (Note That They May Change) and Templates (Always Check for the Latest Template Online) -- 18.19 PRICE PROPOSAL REFERENCE -- 19 ACADEMIC AND GOVERNMENT GRANT PROPOSALS AND INTERNATIONAL AND PRIVATE-SECTOR PROPOSALS -- 19.1 FEDERAL GRANTS -- 19.2 FEDERAL CONTRACTS -- 19.3 COMPARISON OF GRANT PROPOSAL WRITIN -- 19.3.1 Grant Proposal Writing -- 19.3.2 Competitive Federal Proposal Writing -- 19.4 INTERNATIONAL COMMERCIAL PROPOSAL DEVELOPMENT -- 20 EPILOGUE -- 20.1 DIRECT BENEFITS OF FEDERAL SUBCONTR -- 20.2 SPECIFIC STRATEGIES FOR ACHIEVING FEDERAL AND PRIVATE-SECTOR SUBCONTRACTS -- 20.3 BEST-PRACTICE B&amp -- P SCENARIO-SHIFT LEFT -- 20.4 SO, YOU ARE JUST GETTING STARTED WI -- LIST OF ACRONYMS -- ABOUT THE AUTHOR -- INDEX. Erscheint auch als Druck-Ausgabe S. Frey, Robert Successful Proposal Strategies On-The-Go! Norwood, MA : Artech House,c2023 9781685690137
spellingShingle	S. Frey, Robert Successful Proposal Strategies On-The-Go! Intro -- CONTENTS -- FOREWORD -- PREFACE -- ACKNOWLEDGMENTS -- 1 FOCUSED PASSION -- 1.1 LEADERSHIP ACROSS TIME AND GEOGRAPHY -- 1.2 POWER OF PROPOSAL WIN BONUSES -- 1.3 PROPOSALS AND PROPOSALING IN CONTEXT -- 1.4 FOCUSED PASSION HELPS WIN FEDERAL PROPOSALS -- 1.5 FIRST THINGS FIRST -- 1.6 INSPIRING PASSION -- References -- 2 PROPOSALING IN CONTEXT: WHERE DOES THE PROPOSAL FIT WITHIN THE ENTIRE MARKETING LIFE CYCLE? -- 2.1 INTRODUCTION -- 2.2 WRAPPING BUSINESS DEVELOPMENT, CAPTURE MANAGEMENT, AND PROPOSAL DEVELOPMENT IN A BLANKET -- 2.3 EVERYONE IN YOUR COMPANY IS IN BUSINSS DEVELOPMENT -- 2.4 LOOKING THROUGH THE LENS OF PMBOK -- 2.5 USING THE LENS OF PMBOK TO FOCUS ON CAPTURE MANAGEMENT -- 2.6 PROPOSAL DEVELOPMENT-PATHWAY TO SUCCESSFUL BLUE TEAM REVIEW -- 2.7 KM THROUGH THE LENS OF PMBOK -- References -- 3 THE IMPORTANCE OF HUMAN DYNAMICS -- 3.1 METAPHORS MATTER -- 3.2 THE 71% EFFECT -- 3.3 STOP DROWNING IN MEETINGS -- 3.4 SEARCHING FOR EFFECTIVE COMMUNICATION -- 3.5 ORGANIZATIONAL CULTURE AND PERFORMANCE SUCCESS -- Selected Bibliography for Building Effective Teams -- References -- 4 PROPOSAL DEVELOPMENT AND KNOWLEDGE MANAGEMENT -- 4.1 COLLABORATION TOOLS -- 4.2 SPINNING PROPOSAL GOLD -- 4.3 AGILE PROJECT MANAGEMENT AND EFFECTIVE KNOWLEDGE SHARING IN ORGANIZATIONS -- 4.4 LIGHTING THE WAY-GETTING THE MOST OUT OF WHAT YOU KNOW -- 4.5 ARTIFICIAL INTELLIGENCE AND KM IN PROPOSAL LAND -- References -- 5 STATED AND UNSTATED CRITERIA -- 5.1 STATED AND UNSTATED CRITERIA -- 5.2 DEEPER INSIGHT INTO UNSTATED EVALUATION CRITERIA -- 5.3 KEY QUESTIONS TO ASK GOVERNMENT CIVIL SERVANTS TO LEARN ABOUT UNSTATNED CRITERIA -- 5.4 GETTING CREDIT FOR YOUR STRENGTHS-SHAPING THE FINAL RFP -- 5.5 CANDIDATE INSTRUCTIONS TO OFFERORS LANGUAGE (SECTION L) -- 5.6 CANDIDATE EVALUATION FACTORS LANGUAGE (SECTION M) -- 5.7 CANDIDATE SECTION L LANGUAGE: LONG-TERM BUSINESS STRATEGY. 5.8 CANDIDATE EVALUATION FACTOR LANGUAGE: LONG-TERM BUSINESS STATEGY -- 5.9 CANDIDATE SECTION L LANGUAGE: PROCESS INNOVATIONS -- 5.10 CANDIDATE EVALUATION FACTOR LANGUAGE: PROCESS INNOVATIONS -- 5.11 45 STRENGTHS ARE THE NEW TARGET -- Reference -- 6 MOVING BEYOND COMPLIANCE -- 6.1 PROPOSAL COMPLIANCE IS NECESSARY BUT NOT SUFFICIENT -- 6.2 FONT AND LINE SPACING: STILL CRITICAL ASPECTS OF PROPOSALING -- 6.3 STRAIGHTFORWARD COMPLIANCE CAN BE CHALLENGING -- 6.4 BUILDING A MEANINGFUL COMPLIANCE MATRIX -- 7 THE LOOK AND FEEL OF A WINNING PROPOSAL -- 7.1 WHAT DOES A WINNING PROPOSAL LOOK LIKE? -- 7.2 GOOD IS THE ENEMY OF GREAT -- 7.3 THE MOST IMPORTANT FACTORS IN WINNING -- 7.4 STAYING SHARP-BUSINESS ACQUISITION AS A FORMAL PROCESS -- References -- 8 HOPSCOTCHING THROUGH PROPOSAL-LAND -- 8.1 PROPOSAL INTEGRATION MAP -- 8.2 FRAMING AND PROPOSAL DEVELOPMENT -- 8.3 MAKING YOUR BUSINESS PROCESSES STAND OUT -- 8.4 COMMUNICATION AS A CRITICAL SUCCESS FACTOR IN PROPOSAL DEVELOPMENT -- 8.5 FEDERAL PROPOSAL DEVELOPMENT--COMPREHENSIVE RISK MANAGEMENT APPROACH -- 8.6 FEDERAL GOVERNMENT PROPOSALS-RESPONSIBLE CONTRACTOR -- 8.7 TAKE CONTRACTOR RESPONSIBILITY DETERMINATIONS SERIOUSLY -- 8.8 ORAL PRESENTATIONS -- 8.8.1 Best Practices for Virtual Oral Presentations -- 8.8.2 Selecting the Optimal Oral Presenters -- 8.9 INQUIRING MINDS -- References -- 9 THE IMPORTANCE OF UNDERSTANDING: SECTIONS L AND M -- 9.1 PAINT A PICTURE OF GENUINE UNDERSTANDING IN YOUR PROPOSALS -- 9.2 MISSING THE POINT OF UNDERSTANDING -- Reference -- 10 ORCHESTRATING TEAM INTERACTION AND DEVELOPING AN ON-TARGET PROPOSAL APPROACH -- 10.1 PROPOSAL DIRECTIVE-LIVING ENCYCLOPEDIA OF A WIN -- 10.2 THE CRITICAL ROLE OF THE PROPOSAL MANAGER -- 10.3 PULLING INTRIGUING THREADS-INTERVIEW WITH TECHNICAL SMES -- 10.4 RULES OF ENGAGEMENT FOR EFFECTIVE PROPOSAL MEETINGS. 10.5 BUILDING YOUR TECHNICAL APPROACH SECTIONS FOR A U.S. GOVERNMENT PROPOSAL -- 10.6 INCREASING EFFECTIVENESS IN REMOTE PROPOSAL DEVELOPMENT ENVIRONMENTS -- 11 USING SECTION M AS A WINDOW -- 11.1 FEDERAL PROPOSAL DEVELOPMENT-LOOKING THROUGH THE WINDOW OF SECTION M -- References -- 12 PROPOSAL SOLUTION DEVELOPMENT -- 12.1 SOLUTION DEVELOPMENT OVERVIEW -- 12.2 SOLUTION DEVELOPMENT TOOLS -- 12.3 SOLUTION DEVELOPMENT PROCESS -- 12.4 FRAMEWORK FOR TECHNICAL SOLUTION DEVELOPMENT -- 12.5 BOX-IN-A-BOX MODEL FOR PROPOSAL DEVELOPMENT -- 12.6 SOLUTION DEVELOPMENT-EFFECTIVE ALTERNATIVE TO BRAINSTORMING -- 12.7 HELPFUL PROPOSAL PUBLICATIONS -- Reference -- 13 PRECURSOR TO THE EXECUTIVE SUMMARY -- 13.1 INTRODUCTION -- 13.2 WIN STRATEGY WHITE PAPER AS A SOLUTION DEVELOPMENT TOOL -- 13.3 THE EXECUTIVE SUMMARY AS A REQUIREMENT -- 14 MULTIPLE PALETTES -- 14.1 ANOTHER PALETTE: A MEANINGFUL PROPOSAL COVER LETTER -- 14.2 PROPOSAL GRAPHICS AND PROPOSAL COVER DESIGN -- 14.3 WEBSITES-PROPOSAL SUPPORT PLATFORM AND SOURCE FOR PROTEST -- 14.4 PROPOSAL PROTEST SOURCE MATERIALS -- 14.5 LINKEDIN PROFILES OF KEY PERSONNEL -- References -- 15 PROPOSAL WRITING -- 15.1 PROPOSALS ARE KNOWLEDGE-BASED SALES DOCUMENTS -- 15.2 ABCS OF PROPOSAL WRITING -- 15.3 WRITING STANDARDS -- 15.4 ABSTRACTING AS A PROPOSAL SKILL -- 15.5 ACTIVE VOICE ADDS STRENGTH AND SAVES SPACE -- 15.6 ACTION CAPTIONS -- 15.7 METHODS OF ENHANCING YOUR PROPOSAL WRITING AND EDITING -- 15.8 RESOURCES TO SUPPORT YOUR COMPANY'S PROPOSAL WRITING EFFORTS -- 15.9 POTPOURRI -- 15.10 TAKE OFF IN THE RIGHT DIRECTION: DEFINING ACRONYMS EARLY IN YOUR PROPOSAL DEVELOPMENT PROCESS -- 15.11 DOVETAILING-FIT YOUR PROPOSAL EXACTINGLY WITH THE FEDERAL RFP -- 15.12 WORDS TO AVOID IN YOUR PROPOSALS -- 16 ACHIEVING PROPOSAL STRENGTHS THROUGH FORWARD-LOOKING BUSINESS DECISIONS -- 16.1 SOURCE SELECTION DOCUMENTS AND PROPOSAL STRENGTHS. 16.2 LINKING KEY BUSINESS DECISIONS TO PROPOSAL STRENGTHS -- 16.3 POINTING THE WAY-ANSWERS TO TRAINING PARTICIPANTS' QUESTIONS -- 16.4 POST-AWARD DEBRIEFINGS -- 16.5 LEVERAGING SOURCE SELECTION STATEMENTS TO MAKE KEY BUSINESS DECISIONS -- 17 LOOKING AT PROPOSAL REVIEWS FROM DIFFERENT ANGLES -- 17.1 VERTICAL AND HORIZONTAL PROPOSAL REVIEWS -- 17.2 MEASURE WHAT IS IMPORTANT-ENSURING THAT STRENGTHS FOR YOUR COMPANY APPEAR IN THE GOVERNMENT'S SOURCE SELECTION STATEMENT -- 17.3 COMBINING AGILE SCRUM AND SAM -- 17.4 AGILE IN CONTEXT -- Selected Bibliography -- References -- 18 BUILDING THE COST/PRICE VOLUME -- 18.1 OVERVIEW OF THE FAR -- 18.2 DEFINING KEY PRICING TERMINOLOGY -- 18.2.1 Cost Objective -- 18.2.2 Final Cost Objective -- 18.2.3 Direct Costs -- 18.2.4 Direct Labor -- 18.2.5 Subcontractor Labor -- 18.2.6 Labor Categories -- 18.2.7 Other Direct Costs -- 18.2.8 Indirect Costs -- 18.2.9 Fringe Benefits -- 18.2.10 Overhead -- 18.2.11 Procurement -- 18.2.12 G&amp -- A -- 18.2.13 Fully Burdened Rate -- 18.2.14 Fee -- 18.2.15 Unallowable Costs -- 18.3 OVERVIEW OF FEDERAL TRAVEL REGULATIONS -- 18.4 OVERVIEW OF THE COST ACCOUNTING STANDARDS -- 18.5 OVERVIEW OF RELEVANT GAAP -- 18.6 ADEQUACY OF THE CONTRACTOR'S INTERNAL ACCOUNTING SYSTEM -- 18.7 THE DCAA -- 18.8 RFP REVIEW -- 18.9 IMPORTANCE OF ALIGNING THE COST PROPOSAL WITH THE TECHNICAL AND MANAGEMENT PROPOSALS -- 18.10 COST ESTIMATING METHODS -- 18.11 METHODOLOGY FOR DETERMINING SALARY RANGES -- 18.12 METHODOLOGY FOR COMPUTING LABOR ESCALATION -- 18.13 HIGHLIGHTS OF THE PROCESS TO CALCULATE INDIRECT COSTS -- 18.14 DETERMINING ANNUAL PRODUCTIVE LABOR HOURS -- 18.15 METHODOLOGY TO COMPUTE FEE -- 18.16 COST VOLUME NARRATIVE AND PRODUCTION -- 18.17 AUDIT FILES -- 18.18 SPECIAL TOPICS -- 18.18.1 Uncompensated Overtime -- 18.18.2 Addressing Risk in the Cost Volu -- 18.18.3 What Is Cost Realism? 18.18.4 What Is Cost Reasonableness? -- 18.18.5 What Is Cost or Pricing Data? -- 18.18.6 Price to Win -- 18.18.7 Common Cost Proposal Problems -- 18.18.8 Useful Websites (Note That They May Change) and Templates (Always Check for the Latest Template Online) -- 18.19 PRICE PROPOSAL REFERENCE -- 19 ACADEMIC AND GOVERNMENT GRANT PROPOSALS AND INTERNATIONAL AND PRIVATE-SECTOR PROPOSALS -- 19.1 FEDERAL GRANTS -- 19.2 FEDERAL CONTRACTS -- 19.3 COMPARISON OF GRANT PROPOSAL WRITIN -- 19.3.1 Grant Proposal Writing -- 19.3.2 Competitive Federal Proposal Writing -- 19.4 INTERNATIONAL COMMERCIAL PROPOSAL DEVELOPMENT -- 20 EPILOGUE -- 20.1 DIRECT BENEFITS OF FEDERAL SUBCONTR -- 20.2 SPECIFIC STRATEGIES FOR ACHIEVING FEDERAL AND PRIVATE-SECTOR SUBCONTRACTS -- 20.3 BEST-PRACTICE B&amp -- P SCENARIO-SHIFT LEFT -- 20.4 SO, YOU ARE JUST GETTING STARTED WI -- LIST OF ACRONYMS -- ABOUT THE AUTHOR -- INDEX.
title	Successful Proposal Strategies On-The-Go!
title_auth	Successful Proposal Strategies On-The-Go!
title_exact_search	Successful Proposal Strategies On-The-Go!
title_full	Successful Proposal Strategies On-The-Go!
title_fullStr	Successful Proposal Strategies On-The-Go!
title_full_unstemmed	Successful Proposal Strategies On-The-Go!
title_short	Successful Proposal Strategies On-The-Go!
title_sort	successful proposal strategies on the go
work_keys_str_mv	AT sfreyrobert successfulproposalstrategiesonthego

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