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Bids, Proposals and Tenders - Succeeding with effective writing by David Nickson

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2 WHAT IS A PROPOSAL?

Any project sold by a professional sales team and purchased by a professional procurement team will have a combination of price, performance and timetable that is impossible to achieve.

Nickson’s Corollary

AT A GLANCE

  • what proposals are for;
  • why we make them;
  • why they can be hard to prepare;
  • their lifecycle, context, methods and management.

INTRODUCTION

At the risk of being thought lazy I’ll reuse part of the dictionary definition of a proposal given in the introduction to this book:

An act of tendering, a formal offer duly made by one party to another, an offer made in writing by one party to another (frequently to a public body) at an inclusive price or uniform rate, an order for the supply or purchase of goods ...

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