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Winning Large Value Deals: Who is Your Best Bet?

Author

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  • Shrihari S. Sohani

    (Indian Institute of Management Ahmedabad, Gujarat, India)

  • Manjari Singh

    (Indian Institute of Management Ahmedabad, Gujarat, India)

Abstract

Selection of a strategic partner through a high-value request for proposal (RFP) is a competitive endeavour in which the preparation of response to the RFP is a project based exercise. The quality of these responses decides the fate of winning or losing business engagements and the response needs to be the best possible solution. Such solutions require contribution from different actors in a firm. In order to provide a winning response to the technical and financial RFP documents, it is imperative for the firm to select a bid manager who can facilitate the best possible response. This paper provides a framework for selecting such individuals.

Suggested Citation

  • Shrihari S. Sohani & Manjari Singh, 2015. "Winning Large Value Deals: Who is Your Best Bet?," International Journal of Knowledge-Based Organizations (IJKBO), IGI Global, vol. 5(2), pages 42-57, April.
    • Handle: RePEc:igg:jkbo00:v:5:y:2015:i:2:p:42-57
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