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Title: Effective Small Business Response Strategies to Federal Government Competitive Procurements

Authors: Robert S. Frey

Addresses: Author address listing can be found in the "About the Authors" section at the end of the article.

Abstract: Practical information and proven-under-fire processes needed to plan, organize, and prepare effective proposals to Federal Government clients are introduced. Emphasis is given to producing highly focused, requirements-driven proposals that respond fully to client success criteria. Proposals are presented as marketing vehicles and as dedicated efforts in information management. Superior proposal writing and presentation techniques are provided, along with successful information management and proposal production scenarios. Winning approaches to strategic planning and long-term marketing relationships are offered. Human and organizational dynamics are shown to drive successful marketing and proposal processes within all companies.

Keywords: Small business; government competitive procurements; proposal writing; marketing strategies.

DOI: 10.1504/JBM.1997.141031

Journal of Business and Management, 1997 Vol.4 No.1, pp.40 - 74

Published online: 05 Sep 2024 *