Managing Winning Proposals is a practical guide to the competitive tendering process, from receipt of the customer's Request for Proposal (RFP) through to contract award. This is an intensive period of activity during which contractors must prepare high quality, competitive proposals to maximize their chances of winning new business. This Second Edition has been significantly extended with additional material including key insights and further details of technical and commercial proposal components. Background information and explanatory text are combined with practical examples, timelines and templates that enable readers to select and apply relevant principles and models within their own organizations. ABC SmartGuides are written for business professionals engaged in strategic, sales and commercial roles connected with company direction and business development. They are aimed primarily at projects and services organizations where competitive tendering is key to growth and survival. The principles will also apply to manufacturing companies competing for new business in B2B sectors.