Table of Contents

Preface: A Tender Awakening * Chapter 1: An Introduction * Chapter 2: From Whence They Come - The Origins of the Tender Documents * Chapter 3: Where Are You Now? * Chapter 4: Getting Tender Ready * Chapter 5: Battle Stations - Tenders Approaching * Chapter 6: Writing a Tender That Wins Business * Chapter 7: Surviving the Compliance Checks * Chapter 8: Inside the Heads of the Tender Evaluation Panel * Chapter 9: A Flys-Eye View on How They Make Decisions * Chapter 10: The Fact Lady Sings - Finalising the Process * Chapter 11: Hallelujah! - All Hail the Preferred Supplier * Chapter 12: Leveraging Your Experience for the Future * Chapter 13: The Upside-Down Tendering Book * Chapter 14: What Now? Index About the Author Acknowledgements

About the Author

Maurice Downing is the founding director of Corfocus, a specialist consulting firm that works with companies to win government tenders. He has also served for many years on government TEPs (Tender Evaluation Panels), thus has the very rare knowledge and perspective that comes from having been on both sides of the fence