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Publications

We have put together a list of topical books and publications, that you might find of interest, or that will help to solve a particular problem. For your convenience we have joined up with the online bookstore Amazon.co.uk so that you can order the book online. Clicking on the title of a publication will open the order page for the book you have selected.

Bids Tenders and Proposals: Winning Business Through Best Practice
by Harold Lewis
This is a practical guide to winning contracts and funding through competitive bids, tenders and proposals. New topics include action during pre-proposal stages of business development and market intelligence. There is more advice to help manage the process of proposal writing, including tips on document collaboration and version control. It gives the reader the benefit of powerful, best-practice techniques.

The Bid Manager's Handbook
by David Nickson
Winning significant business on the right terms is an increasingly complex, challenging and time-consuming task, and a successful bid is a vital part of any business offering its services or products to another. This book aims to help you to enhance the probability of success in winning bids at the desired margins and to set-up and run effectively a bid management team. Aimed at two main groups of readers (sales staff managing multi-disciplinary bid teams and project and technical managers who find themselves managing a bid to support a sales campaign) it's a resource for the battle to win new business. Taking an extremely practical approach and using real life examples David Nickson leads the reader through every stage of planning for, producing and delivering a bid: knowing what needs to be done; knowing how to present the information to the prospective client effectively; gaining the writing and editorial skills needed to put a sales case across; identifying the skills that are needed to manage a bid. It also shows how to save time - the most important commodity in any bid as it is always a scarce resource - without affecting quality.

Persuasive Business Proposals: Writing to Win More Customers, Clients and Contracts
by Tom Sant
This guide features winning strategies to the global business environment. It covers how to create a value proposition, understanding how customers make buying decisions, how to create and deliver a winning oral proposal, and the step to setting up a Proposal Center of Excellence.

The Law of Public and Utilities Procurement
by Sue Arrowsmith
The first edition of this book was the first fully comprehensive analysis of the legal regulation of procurement in the United Kingdom, covering purchasing by public bodies as well as by the privatised water, energy, transport and telecommunications utilities. It quickly became 'the bible' of procurement agreements. The introduction of the best value regime in place of compulsory competitive tendering has resulted in significant changes to the procurement process, and the work has now been brought up-to-date to reflect these major developments.

  • The key text in this area revised in the light of major legislation
  • Provides a detailed examination of the law, illustrated by practical examples, including an in-depth focus on "grey" areas
  • Extensively revised to cover the impact of the best value regime
  • Incorporates the new EC Directive introducing standard procedures for the procurement of goods and services
  • Now includes more extensive analysis of key practical issues such as framework agreements and PFI procurement
  • An increasingly important area of law - growth of the PFI regime means an ever greater number of organisations are involved in the public procurement process.

UK Procurement Regulations

The Public Contracts Regulations 2006
These Regulations implement, for England, Wales and Northern Ireland, Directive 2004/18/EC on the co-ordination of procedures for the award of public works contracts, public supply contracts and public services contracts. They also provide remedies for breaches of these Regulations in order to implement Council Directive 89/665/EEC.

The Public Contracts (Scotland) Regulations 2006
These Regulations implement, for Scotland, Directive 2004/18/EC on the co-ordination of procedures for the award of public works contracts, public supply contracts and public services contracts. They also provide remedies for breaches of these Regulations, in order to implement Council Directive 89/665/EEC.

The Utilities Contracts Regulations 2006
These Regulations implement, for England, Wales and Northern Ireland, Directive 2004/17/EC coordinating the procurement procedures of entities operating in the water, energy, transport and postal services sectors. They also provide remedies for breaches of these Regulations, in order to implement Council Directive 92/13/EEC.

The Utilities Contracts (Scotland) Regulations 2006
These Regulations implement, for Scotland, Directive 2004/17/EC co-ordinating the procurement procedures of entities operating in the water, energy, transport and postal services sectors. They also provide remedies for breaches of these Regulations, in order to implement Council Directive 92/13/EEC.