PracticalGuideforInternationalBusinessDevelopment&ProposalManagement

BOOKPROPOSAL
Title:
PracticalGuidefor
InternationalBusinessDevelopment&ProposalManagement
Brief:

The objective of this book is to be used as a practical guide for business developers and proposal
teams, particularly focusing on the international level but also valid for local market (since the
concept is valid). This book is a reflection of actual/real applications of business development tasks,
escapingawayfromtheoriesandtheoreticalviews.
I am doing my best to cover most of the tasks of the business development complete cycle and to
provide the level of information and methods to enable understanding and immediate application in
the simplest way possible. This has been done within more than 230 pages through 28 main
titles/headings.
I am also very keen to use Live Examples whether from standard tender documents (RFPs) or
examplesoffilledforms(Ihaveincluded96liveexamplesinthisbook).TheformsandRFPsIused
inthisbookarebasedinmostpartsontheWorldBankstandardssinceitisbeingfollowedbymostof
international funding agencies as well as most of clients. I also tried my best to arrange tasks in its
logicalandactualsequenceinreality.
Forward:

Ihavebeeninvolvedinthebusinessdevelopmentfieldsincealongtime,almostsincegraduationback
on 1980. During the last 15 years, I have worked in the business development profession for a big
consulting engineering firm, responsible and sharing responsibilities for the integrated business
developmentcycle,startingfrombusinesscapture,planningandendingwithcontractsnegotiationsto
positively close the deal. My responsibilities have even been extended to project management
(contractimplementation)forselectedprojects.
Iamfocusingmywritingtotheinternationalbusinessdevelopmentsincethisisaglobalrequirement
andalsoinordertoavoidlocalregulationsandpoliciesineachcountry.Takingyourfirmtotheglobal
spaceneedsalotofknowledgeandpreparations.
Anypersonwhoisinorisgoingtogetinthebusinessdevelopment/proposalmanagementheavencan
getuseofthecontentsofthisbooksincehewillstartadetailedjourneythathewillactuallyfacein
realityinaverysimplifieddemonstrationthatisunderstandabletoanyoneevenwhoisnewtothis
area.
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PracticalGuideforInternationalBusinessDevelopment&ProposalManagement

I intentionally used very simple language for two reasons; the first is that I always have problems to
read for authors who use complicated language and sophisticated terms to reflect their deep
understandings;thesecondreason(frankly)isthatEnglishisnotmyfirstlanguage!
I for my current profession was forced sometimes to direct my writing to the engineering
consultancysector,Ihavetriedtoresistaspossible,howevertheconceptdoesnotchange,otherthan
insomeformsandproposalsubmissionrequirements.
Business Development is relatively a new concept that day after day it proves its necessity and
efficiency.Accordinglybusinessdevelopment,beingarelativelynewconceptingeneralandtotallynew
conceptinseveralcountries/companies,thereisalwaysaneedof,explanationsofprocesses,toolsand
techniquesaswellasdeepdiscussionsonthesubjectandexchangeofexperiencesandtheories,and
hereitcomesthenecessityofthisbook.
In fact, I have attended several workshops, seminars, presentations as well as studied several books
and literatures in the field of business development, however, most of these publications and verbal
presentations,althoughIhighlyrespectandappreciatetheirauthorsorpresenterssincethroughwhich
I have gained lots of information and techniques that placed me where I am at this moment, but
actuallyeithertheydidnotgiveanintegratedpracticalmanualforabusinessdeveloper,ortheywere
takingsidewiththeirlocal/nationalrequirementsinaway.Inmoreclearwords,theyarenotfocusing
ontheinternationallevel(Isaidmost,notall).
Idonotdenythatmostofmyknowledge,skillsandinformationhavebeengainedfromwithinthese
channelsandeducativesources,butintegratingthesewithmypracticalandreallifeexperiences,Ifelt
that I can give a hand for any business development professional, especially to those who are new
comersoreveninthemidoftheirways.

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