Solicitations, Bids, Proposals and Source Selection: Building a Winning Contract

Solicitations, Bids, Proposals and Source Selection: Building a Winning Contract by Gregory A Garrett, Gail A.  Parrott

Solicitations, Bids, Proposals and Source Selection: Building a Winning Contract

By Gregory A. Garrett, Gail A. Parrott
Publish Date
Product Line
Wolters Kluwer Legal & Regulatory U.S.
Available formats


The book explains in detail the buying and selling life-cycle used in both the public and private business sectors, along with proven effective strategies for creating successful solicitations, bids, proposals and contracts, backed up by numerous case studies, interviews with recognized business professionals, and dozens of tips and best practices. Specific topics covered in the book include: understanding the entire buying & selling life-cycle; applying proven tools, techniques, and best practices to develop quality solicitation documents (request for proposal, request for quote, etc); how to develop an effective bid/no bid decision making process, including a comprehensive business case analysis and risk assessment; preparing best-in-class bids/proposals which meet or exceed customer requirements; understanding the contract negotiation process and proven best practices; mastering the art of oral presentation of proposals; and optimizing source selection planning and evaluation activities.

ISBN: 9780808016120
Pages: 368
SKU: 10028538-0001




About the Authors


Chapter 1: The Buying & Selling Life-Cycle: Learning to Dance Together

Chapter 2: Pre-Bid/Proposal Phase: Procurement Planning, Solicitation Planning & Preparation

Chapter 3: Pre-Bid/Proposal Phase: Pre-Sales Activities & Bid/No Bid Decision

Chapter 4: Bid/Proposal Phase: Bid/Proposal Development & Reviews/Approvals

Chapter 5: Bid/Proposal Phase: Source Selection Planning & Evaluation

Chapter 6: Post-Bid/Proposal Phase: Contract Negotiation & Formation

Chapter 7: Post-Bid/Proposal Phase: Contract Administration & Closeout

Chapter 8: U.S. Federal Government Marketplace: Solicitations, Bids/Proposals, & Source Selection -- Best Practices

Chapter 9: U.S. Commercial Marketplace: Solicitations, Bids/Proposals & Contracts -- Best Practices

Chapter 10: Multi-National/Global Marketplace: Buying & Selling -- Best Practices

Appendix A

Bid/No-Bid Assessment Tool

Glossary of Key Terms



ACCLAIMS FOR: "Solicitations, Bids/Proposals, & Source Selection: Building a Winning Contract"

"I've been waiting for the day when best-selling author Gregory A. Garrett would write a book on what it takes to build a winning contract. That day has arrived! -- Steven Boshears, CPCM, Chief Knowledge Officer, NCMA

"Improving the understanding of the buyer's and seller's roles in developing mutually successful business arrangements via contracts is essential to the U.S. Federal Government Acquisition process. This book pulls all of the key contract formation information together, with tons of practical advice, and best practices. A MUST READ!" -- Dr. William C. Pursch, CPCM, Contract Management Faculty, Villanova University

"Simply said, it is the best book on the topic of building a winning contract in today's complex business environment." -- Dr. Rene G. Rendon, CPCM, Lecturer, Acquisition Management, U.S. Naval Postgraduate School

"Gregory A. Garrett has a unique ability to simplify the complex world of buying and selling. His artful process approach which weaves in practical advice, proven best practices, and numerous case studies is highly effective. This book is a wonderful reference text for novices and experienced business professionals in both the public and private sectors!" -- Charles Rumbaugh, Esq., Private Judge & Mediator/Arbitrator

"The use of numerous interviews of buying and selling business professionals, gathering their personal insights and success stories is a tremendous value-add to this outstanding book. Highly recommended!" -- Lenn Vincent, RADM, USN (Ret.), Industry Chair, DAU, and President, NCMA


Gregory A. Garrett is a respected international educator, best-selling author, acclaimed business consultant, expert witness, and practicing industry leader. He has successfully led more than $35 Billion of high-technology contracts and projects during the past 30+ years. He has taught, consulted, and led contract and project teams in more than 40 countries. He has served as a lecturer for The George Washington University Law School and the School of Business and Public Management. He is the President and CEO, of Garrett Consulting Services International.

At Artel LLC, Mr. Garrett served as the Senior Vice President Operations, responsible for the P&L of a $250 Million global Information Technology, Cyber Security, Telecommunications, and Satellite Communications firm. He led the capture of over $1.5 Billion in new contracts and the doubling of company profits.

At Navigant Consulting, Mr. Garrett served as the Managing Director, Public Sector, responsible for the P&L of over $100 Million and leading a large team of top Information Technology and Financial Management consultants in providing a wide range of professional services to: more than 20 U.S. Federal Government agencies, to over 50 Fortune 500 companies, and expert witness services to numerous major law firms.

At Acquisition Solutions Inc., Mr. Garrett served as the Chief Operating Officer, responsible for the P&L of a $50 Million professional services and consulting company which provided contract management, supply chain management, program management, cost estimating, and information technology services to over 30 U.S. Federal Government agencies.

At Lucent Technologies, Mr. Garrett served as Chief Compliance Officer, Vice President Business Development, Vice President, Program Management, North America, Wireless. He also served as Chairman, Lucent Technologies Project Management Leadership Council, representing more than 2,000 Lucent project managers globally, and Director, Global Program Management Office at the company headquarters supporting $20 Billion of Information Technology and Telecommunication projects worldwide.

At ESI International, Mr. Garrett served as Executive Director of Global Business for a $100 Million global consulting and training firm, where he led the sales, marketing, negotiation, and implementation of bid/proposal management, project management, commercial contracting, and government contract management training and consulting programs for numerous Fortune 100 multinational corporations, government agencies and small businesses worldwide, including: ABB, AT&T, BellSouth, Boeing, IBM, Inter-America Development Bank, Israel Aircraft Industries, Lucent Technologies, Motorola, NCR, NTT, Panama Canal Commission, SBC, United States Trade Development Agency, United Nations, and the United States Department of Defense.

Formerly, Mr. Garrett served as a highly decorated military officer for the United States Air Force, awarded more than 17 medals, badges, and citations. He completed his active duty career as the youngest Acquisition Action Officer, in the Colonel’s Group Headquarters USAF, the Pentagon. He was the youngest Division Chief and Professor of Contracting Management at the Air Force Institute of Technology where he taught advanced courses in contract administration and program management to more than 5,000 people from the Department of Defense and NASA. Previously, he was the youngest Procurement Contracting Officer for the USAF Aeronautical Systems Center, where he led more than 50 multi-million dollar negotiations and managed the contract administration of over $15 billion in contracts for major weapon systems. He served as a Program Manager at the Space Systems Center, where he managed a $300 million space communications project.

Mr. Garrett is a Certified Professional Supply Manager of the Institute for Supply Management. He is a Certified Project Management Professional of the Project Management Institute and has received the prestigious PMI Eric Jenett Project Management Excellence Award and the David Cleland Project Management Literature Award. He is a Certified Professional Contracts Manager, and a Fellow of the National Contract Management Association. He has received the NCMA National Achievement Award, NCMA National Educational Award, the NCMA Charles Delaney Literature Award, and the NCMA Blanche Witte Memorial Award for outstanding service to the contract management profession.

A prolific author, Mr. Garrett is the best-selling and award winning author of 22 published business books, which have sold millions of copies worldwide. He has also authored more than 100 published articles on bid/proposal management, supply chain management, contract management, cost estimating and contract pricing, project management, and leadership.

Mr. Garrett resides in Oakton, Virginia with his wife Carolyn. He is the proud father of three children - Christopher, Scott, and Jennifer.

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