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Government Contracts

Proposalmanship and Winning Strategies

  • Book
  • © 1979

Overview

Authors:
  1. Herman Holtz

    1. Silver Spring, USA

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Table of contents (19 chapters)

  1. Front Matter

    Pages i-xiv
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  2. The World’s Biggest Customer

    1. Front Matter

      Pages 1-1
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    2. 150,000 Customers

      • Herman Holtz
      Pages 3-7

    3. The Facts—and Unfacts—of Government Marketing

      • Herman Holtz
      Pages 8-12

    4. The Jungle

      • Herman Holtz
      Pages 13-34

    5. Search for Opportunity: Prospecting the Jungle

      • Herman Holtz
      Pages 35-53

    6. Get Help from the Government to Sell to the Government

      • Herman Holtz
      Pages 54-60

    7. The Mechanisms of Government Procurement

      • Herman Holtz
      Pages 61-68

    8. How to Prepare and Submit Your Bid

      • Herman Holtz
      Pages 69-82

    9. How the Government Evaluates Proposals

      • Herman Holtz
      Pages 83-88

  3. Proposalmanship: The Graduate Study

    1. Front Matter

      Pages 89-89
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    2. Introduction to Proposalmanship

      • Herman Holtz
      Pages 91-100

    3. Step 1 in Proposalmanship: Analysis and Understanding

      • Herman Holtz
      Pages 101-115

    4. Other Intelligence-Gathering

      • Herman Holtz
      Pages 116-123

    5. Technical/Program Strategies

      • Herman Holtz
      Pages 124-138

    6. Other Strategic Areas

      • Herman Holtz
      Pages 139-180

    7. Proposal-Writing Considerations

      • Herman Holtz
      Pages 181-217

    8. Proposal Formats and Packaging

      • Herman Holtz
      Pages 218-243

    9. Production and Packaging the Proposal

      • Herman Holtz
      Pages 244-248

    10. The Special Case of Architects and Engineers

      • Herman Holtz
      Pages 249-251
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Keywords

About this book

He who knows and knows that he knows is wise; follow him. -ANCIENT PROVERB During a long career of public service as a government procurement and contracting official, I am still surprised to find big, successful corporations making the same mistakes that neophytes in government contracting mak~. And this is particularly true in the matter of writing proposals, which are the crucial element in most major procurement awards. It's true enough, as many suspect, that the big, well-known company has something of an edge over the smaller, lesser-known company com­ peting for any given government contract-psychologically, at least: The typical government executives, whether contracting officials or program managers, tend to have a bit more faith in the ability of the large company to carry out the program successfully. All things being equal, then, the big company is more likely to get the nod. However, because the large companies are well aware of that, many tend to become "fat, dumb, and happy"-they try to coast or rest on their laurels. That is, they get careless about making a strong enough case for themselves in writing their proposals. And when they lose, often to smaller companies, they are both puzzled and outraged. They have for­ gotten that all government procurement is a competition-usually both technical and cost competition-and that the "little guy" can win against the "big guy," if he tries hard enough. And especially if the bigger guy is a bit careless and does not put out his best effort.

Authors and Affiliations

  • Silver Spring, USA

    Herman Holtz

Bibliographic Information

  • Book Title: Government Contracts

  • Book Subtitle: Proposalmanship and Winning Strategies

  • Authors: Herman Holtz

  • DOI: https://doi.org/10.1007/978-1-4684-0982-6

  • Publisher: Springer New York, NY

  • eBook Packages: Springer Book Archive

  • Copyright Information: Plenum Press, New York 1979

  • Softcover ISBN: 978-1-4684-0984-0Published: 22 February 2012

  • eBook ISBN: 978-1-4684-0982-6Published: 06 December 2012

  • Edition Number: 1

  • Number of Pages: XIV, 288

  • Topics: Economics, general

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