Title: Strategic bid management - an integrated approach : a structured guideline for effective business opportunities assessment
Authors : Minonne, Clemente
Extent : 120
Publisher / Ed. Institution : VDM Verlag Dr. Müller
Publisher / Ed. Institution: Saarbrücken
Issue Date: 2010
License (according to publishing contract) : Licence according to publishing contract
Type of review: No review
Language : English
Subject (DDC) : 658.4: Executive Management
Abstract: This book offers a method, called FOCUS, for the structured assessment of new business opportunities. Using FOCUS enables managers to increase the effectiveness of opportunity assessment resulting in a higher rate of opportunities won. The quality of new projects will improve and sales channel conflicts, wasted resources and financial risk will be minimised. Based on the Simple Multi-Attribute Rating Technique (SMART), FOCUS provides a straightforward decision analysis process that enables all members of the bid team to fully understand the requirements of the opportunity and the pros and cons of engaging with it before taking a bid/no-bid decision. Use of FOCUS enforces the breakdown of a complex problem into independent, easy to calculate measurable criteria, which are subsequently ranked even if they are difficult to rate. FOCUS, using a group approach, provides an unbiased weighting and ranking of the decision- making criteria leading to consensus between all those involved in the decision-making process.
Departement: School of Management and Law
Organisational Unit: Institute of Business Information Technology (IWI)
Publication type: Book
ISBN: 978-3639217810
URI: https://digitalcollection.zhaw.ch/handle/11475/8576
Appears in Collections:Publikationen School of Management and Law

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