Books

10 Must Read Books on Tender, RFP, Bids || Request for Proposal Writing

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Organizations achieve great business month on month, just because of their sales-force and more precisely bid management team or sales managers who go through a lengthy and complex process to win larges size deals of both corporate and government tenders. Bid management is like mini project management where timelines are critical. In such scenario sales & bid management executives have to involve much before the RFP(Request for Proposal) and tender stage. This all requires specific skillset and training, which usually overlooked by organizations. Check all these books, which are written by domain experts on how to Master the RFP/RFI process/system to win big business. If you learn from these books, this will not only help you to achieve sales numbers but also make you an asset for your organization, which in turn help you in shaping your career.

“One of the Most Ignored area by Organizations: To equip & train the Bidding & Sales Team”

I have been participating in Government & Large Corporate Bids/Tenders for previous 10+ years & Unfortunately there are mainly two sources of information in every organization – First is knowledge management within the organization & guidance/tricks from seniors/colleagues (which managers keeps with themselves most of the time & very little they share with subordinates to keep their hold on process) and Second one from clients. Even this topic is quite ignored in most of the organizations that they do not provide appropriate training on the subject which is one of the major bread-earner for them.

I haven’t found the much eye-catching write-up on this topic on web, so I have decided to come up with a detailed information on the matter.I thoroughly searched maximum available books & reader’s opinion on many platforms, used my own experience about such study material. Below is the list of Top 10 best available books on winning Tenders, RFP/ RFQ, Bids :

1 . The Shredder Test: a step-by-step guide to writing winning proposals by Robyn Haydon-

Courtesy Amazon

Why read it: This book provides the real-world and crucial insights and highly recommended for global and open B2B bidding. If you are unorganized in proposal writing then this book will effectively make you organize and if you are already one with no or less success then this book will make you relook the existing strategy with great value addition. It’s a must-have tool for Bidding & Sales Department.

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2 . Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts By Tom Sant

Courtesy Amazon

Why read it: Must have for anyone who is participating in B2B selling. This book is literally a great tool for sales professionals. With enough insightful substance, practical advice and real-world examples/experiences, this is a must-read.

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3 . Selling to the Government: What It Takes to Compete and Win in the World’s Largest Market by Mark Amtower

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Why read it: Useful if you are participating in Government bids and RFPs.

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4 . Writing Winning Business Proposals, Third Edition by Richard C. Freed, Shervin Freed, andShervin Freed, andJoe Romano

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Why read it: If you are in the business of RFP/Bidding or handling large strategic deals then you may find it crucial for your upcoming bidding adventures. If you are an experienced professional then also this will teach you much.

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5 . RFPs Suck! How to Master the RFP System Once and for All to Win Big Business by Tom Searcy

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6 . Handbook For Writing Proposals, Second Edition by Robert J. Hamper

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Why read it: A well-written book which defines the process in order to write a proposal. One of the best book on the subject matter.

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7 . “Agile Selling” & “Selling to Big Companies” Both by Jill Konrath (Two Books)

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Why read it: Book emphasizes on how to absorb new information at a fast pace for sales department. As per Seth Godin (author of The Icarus Deception) – “Loaded with tactics, tips, and new habits, Jill’s book is a game changer for any salesperson who wants to thrive in the new connection economy.”

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Courtesy Amazon

Why read it: Practical book was written on selling to process-oriented big organizations and how to maximize your organizations’ sales by understanding your prospect’s process of decision making. Good tool-kit for sales department.

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8 . Challenger Sale by Matthew Dixon and Brent Adamson:

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Why read it: It’s a must-read for all sales professionals who are into sales of upcoming technologies/solution and they can start engaging with the leadership team of prospects well before tender specifications finalized. Organizations would like to be convinced before giving a particular solution a go-ahead. This is one of the greatest bokks of sales. A must-read.

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9 . Zig Ziglar’s Secrets of Closing the Sale:

Courtesy Amazon

Why read it: Ignore old type layout of the book and focus on the content, which is wonderful for sales professionals/leaders who are involved in high-value deals with big organizations. Irrespective of the size of your organization, you should own a copy of this book.

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10 . Bids, Tenders & Proposals:

Courtesy Amazon

Why read it: This book is a manual for Bids/RFP and written from US and EU markets in mind, but applicability is universal in nature. If one would like to study in detail and understand the complexity of RFP/Bidding process then this book is recommended.

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Also read – Must read inspiring Indian Biographies/Autobiographies

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