To Bid Or Not To Bid

To bid or not to bid -- the perennial dilemma in competitive auctions. The easy answer to the question lies in the correct use of the Law of Total Tricks. The LAW has been part of bridge literature since the 1950s, but it was in this book that Larry Cohen brought it to the attention of the majority of bridge players. Still the most lucid explanation of the LAW ever published, this is a book that every bridge player needs to own, to read, to re-read, and to study in order to improve their results.

This guide explains the Law of Total Tricks, invented by the French in the 1950s. It is one of the best-selling and most influential bridge books of the past three decades.

The Winning Bid is an easy-to-read practical guide which will teach the reader how to think like a professional bid manager. It gives essential advice on, amongst other things: PQQs and bid readiness, GIVE analysis, competitor analysis, grantwriting and funding bids best practice, freedom of Information as a research and continual improvement tool, a view from the buyer's side - featuring feedback from buyers on their experiences of being on the receiving end of bids, measuring bid performance over time, virtual team management, sharing bid best practice with other Bid Managers through APMP membership and accreditation, LinkedIn groups, the new Cabinet Office feedback channel. It will appeal to anyone engaged in bidding activity, from the bid novice to professional bid managers.

One of the most difficult areas in bridge is competitive bidding at part-score and game levels. This book deals with this problem and introduces the Law of Total Tricks. The Law, based on the trump holdings of both sides, is of value in competitive bidding as it allows a more accurate judgement to be made as to whether to continue or whether to go for penalties. This book explains the Law in simple terms.

From the opening bid to much later rounds of bidding, from uncontested sequences to highly competitive auctions, this book will provide the groundwork so that you will know when silence can be golden. Each chapter covers the principles that indicate when bidding is the right course, and then which call to choose, and when passing is the winning action.

Managing Bids, Tenders and Proposals shows suppliers and vendors how they can gain competitive advantage by being more effective and productive when pursuing sales opportunities and competing to win new contracts. Suppliers and vendors can also learn how to identify and reduce delivery risk and commercial risk. Responding to requests-for-tenders (RFTs) and requests-for-proposals (RFPs) is frequently a challenging time for the supplier and vendor bid teams. Within tight timeframes, they must finalise their win strategy, determine their delivery plans and create compelling documentation that responds to the customer's questions and requirements. This essential reference work explores what needs to happen when responding to RFTs and RFPs and explains the essential knowledge needed by the bid teams. In clearly written and well-structured chapters, Managing Bids, Tenders and Proposals addresses everything a bid manager or bid team member needs to know. Understanding profit, pricing, value and risk are essential for competitive pricing and profitable business. How customers manage their procurement programmes drives the lifecycle of a sales opportunity. Sales governance based on objective criteria identifies the right opportunities to pursue. Knowing what to look for in RFPs and RFTs helps to structure powerful bid responses. Understanding contracts, finance and business cases protects the commercial position of the supplier or vendor. Mastering these topics makes bid management a complete discipline that places a premium on leadership and managerial skills. Not only are the fundamentals of bid management captured simply and concisely, Managing Bids, Tenders and Proposals also explains how to plan and manage a bid response. Additional chapters define what makes a bid response compelling, as well as how to write and review bid documents to best position your bid, tender or proposal. Managing Bids, Tenders and Proposals introduces the Bid.Win.Deliver Framework, a new and unique approach for responding to sales opportunities. In 16 procedural steps, the Bid.Win.Deliver Framework guides bid teams through the development process from identifying a sales opportunity to developing a compelling and competitive bid response. Any supplier or vendor in any industry that submits bids, proposals and tenders will benefit from adopting the Bid.Win.Deliver Framework. The framework provides a clear roadmap for implementing best-practice bid management at suppliers and vendors in any industry or market. The Bid.Win.Deliver Framework equips any professional with the skills to lead and manage a bid response. For experienced bid managers, the Bid.Win.Deliver Framework provides a common reference for discussion, reflection and professional development.

"The Contractor Fight" is what HGTV host and best-selling author Tom Reber calls the battle between your ears. We all have stories and experiences that have formed us into who we are. We are what we think, and the battleground is our mind. The Fight is not with the people you think are "cheap customers." It's not with the unlicensed competitors or the "illegals," as many contractors think. The Fight is with yourself. Sadly, most of the struggles contractors have are self-imposed. It's friendly fire. The negative ways we think about ourselves and our worth... friendly fire. The growing debt, working too much, small bank account... friendly fire. Winning the Fight is a choice. You're noble and full of integrity. You bend over backward to serve your family and clients. You have taken it on the chin more times than you can count. Now, it's time to get yours. Earn what you're worth. Create a business that serves you and energizes you, instead of one that beats you down. Choose to own your crap and get better today.