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Issue No.04 - July/August (2008 vol.10)
pp: 46-52
Vikas Dewangan , Infosys Technologies
ABSTRACT
This best-practices framework is designed to help managers develop successful IT services proposals in today's challenging and highly competitive globalized environment.
INDEX TERMS
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CITATION
Vikas Dewangan, "Effectively Managing Proposal Development in the IT Services World", IT Professional, vol.10, no. 4, pp. 46-52, July/August 2008, doi:10.1109/MITP.2008.68
REFERENCES
1. T.J. Malkinson, "The Proposal Manager: A Value Add," Proc. IEEE Int'l Eng. Management Conf. (IEMC 02), IEEE Press, 2002, pp. 280–281.
2. T. Sant, Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts, AMACOM/American Management Assoc., 2003, pp. 43–44.
3. D.G. Pugh and T.R. Bacon, Powerful Proposals: How to Give Your Business the Winning Edge, AMACOM/American Management Assoc., 2004.
4. H. Taylor and W. Vantine, "Risk Management in the Proposal Development Process" Proc. Joint ESA-NASA Space-Flight Safety Conf., European Space Agency, 2002, p. 145.
5. M.A. Greenfield, "Safety and Mission Assurance Role in Acquisition" NASA Assurance Technology Conf., 1999; www.hq.nasa.gov/office/codeq/rbamacquisit.pdf .
6. P. Coombs, IT Project Proposals: Writing to Win, Cambridge Univ. Press, 2005.
7. L. Newman, Proposal Guide for Business Development and Sales Professionals, Shipley Associates, 2001.
8. D. McGregor, The Human Side of Enterprise, McGraw-Hill Professional, 2006.
9. W.G. Ouchi, Theory Z: How American Business Can Meet the Japanese Challenge, Avon Books, 1993.
10. B.W. Boehm and R. Ross, "Theory-W Software Project Management: Principles and Examples," IEEE Trans. Software Eng., vol. 15, no. 7, 1989, pp. 902–916.
11. J. Herther, "The Difference Between Winning and Losing Capture Efforts," J. Assoc. Proposal Management Professionals, Spring/Summer 2005, pp. 8–19.
12. A.G. Galjan, "Survival Guide to Proposal Management for New Proposal Managers," J. Assoc. Proposal Management Professionals, Fall/Winter 2006, pp. 44–53.
13. I.A. Powick, "Another Perspective on 'A Tree of Themes,'" The Perspective, vol. 9, no. 2, 1999; www.apmp.orgfv-403.aspx.
14. D.C. Kumpf, "It's Easy to Understand What You Are Proposing: Simplifying Life for Evaluators," J. Assoc. Proposal Management Professionals, Spring/Summer 2006, pp. 32–45.
15. T. Landgren, "Successful Proposal Translation Strategies: Proven Guidance for Approaching Multi-Language Bids," J. Assoc. Proposal Management Professionals, Spring/Summer 2003, pp. 33–38.
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