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Winner Takes All by Scott Keyser

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GLOSSARY OF TENDERING TERMS

Note: italicized words in the body of a definition mean that the glossary also includes those words.

Beauty parade: formal, face-to-face presentation by shortlisted suppliers to a client panel, usually after submission of the bid document. This is the supplier’s last opportunity to influence the client’s decision. Often referred to as a ‘pitch’ in media and advertising, and an ‘interview’ in professional services.

Best practice: considered the best way to perform a task or activity. ‘Proposals best practice’ refers to a range of behaviours, knowledge and skills that represent the most effective way of winning business proposals.

Bid: a formal written offer or quote made by a supplier/bidder to deliver the contract ...

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