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dc.contributor.authorMinonne, Clemente-
dc.date.accessioned2018-07-26T12:38:30Z-
dc.date.available2018-07-26T12:38:30Z-
dc.date.issued2010-
dc.identifier.isbn978-3639217810de_CH
dc.identifier.urihttps://digitalcollection.zhaw.ch/handle/11475/8576-
dc.description.abstractThis 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.de_CH
dc.format.extent120de_CH
dc.language.isoende_CH
dc.publisherVDM Verlag Dr. Müllerde_CH
dc.rightsLicence according to publishing contractde_CH
dc.subject.ddc658.4: Leitendes Managementde_CH
dc.titleStrategic bid management - an integrated approach : a structured guideline for effective business opportunities assessmentde_CH
dc.typeBuchde_CH
dcterms.typeTextde_CH
zhaw.departementSchool of Management and Lawde_CH
zhaw.organisationalunitInstitut für Wirtschaftsinformatik (IWI)de_CH
zhaw.publisher.placeSaarbrückende_CH
zhaw.funding.euNode_CH
zhaw.originated.zhawYesde_CH
zhaw.publication.statuspublishedVersionde_CH
zhaw.publication.reviewKeine Begutachtungde_CH
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Minonne, C. (2010). Strategic bid management - an integrated approach : a structured guideline for effective business opportunities assessment. VDM Verlag Dr. Müller.
Minonne, C. (2010) Strategic bid management - an integrated approach : a structured guideline for effective business opportunities assessment. Saarbrücken: VDM Verlag Dr. Müller.
C. Minonne, Strategic bid management - an integrated approach : a structured guideline for effective business opportunities assessment. Saarbrücken: VDM Verlag Dr. Müller, 2010.
MINONNE, Clemente, 2010. Strategic bid management - an integrated approach : a structured guideline for effective business opportunities assessment. Saarbrücken: VDM Verlag Dr. Müller. ISBN 978-3639217810
Minonne, Clemente. 2010. Strategic Bid Management - an Integrated Approach : A Structured Guideline for Effective Business Opportunities Assessment. Saarbrücken: VDM Verlag Dr. Müller.
Minonne, Clemente. Strategic Bid Management - an Integrated Approach : A Structured Guideline for Effective Business Opportunities Assessment. VDM Verlag Dr. Müller, 2010.


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