Bid management: A systems engineering approach

Philbin, Simon P.

doi:10.1016/j.hitech.2008.10.004

Cited by 15 publications

(16 citation statements)

References 62 publications

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“…Whilst there is a literature that considers the generics of bidding and BM (Lewis, 2003;Whitley, 2006;Nickson, 2008;Philbin, 2008), there are fewer writers that have considered the more complex world of bidding in a PPP context and this emerging work has addressed important issues such as quality assurance (Hausmann et al, 2012). As empirical data on BM from has been underexplored, the field has been dominated by theoretical models and experimental concepts taken from areas such as industrial psychology, game theory, and industrial and managerial economics (Stader, 1997;Ray et al, 2003;Tian-Hui et al, 2007).…”

Section: Discussionmentioning

confidence: 99%

Business development and bid management's role in winning a public–private partnership infrastructure project

Edkins¹,

Smyth²

2016

Engineering Project Organization Journal

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This paper focuses on a single real project delivered successfully using principles of public-private partnership (PPP). The case uses detailed accounts from both the winning and losing bidder of an infrastructure project delivered in the UK. The research enquiry focuses specifically on the bidding phase of the project and gains a unique perspective of this phase through primary data that are considered very rare to acquire. Using an inductive approach involving both multiple interviewing and an in-depth reflective workshop, and through drawing upon the marketing literature, the insight gathered from both the winner and loser reveals different marketing strategies used by major commercial contracting organizations as well as contributing to the relatively unexplored area of bid management. The case reveals how both the emerging principles and practices of entrepreneurial marketing can lead to the formation of successful win-strategies for complex PPP projects. ARTICLE HISTORY

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Section: Discussionmentioning

confidence: 99%

Business development and bid management's role in winning a public–private partnership infrastructure project

Edkins¹,

Smyth²

2016

Engineering Project Organization Journal

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“…Indeed research from the UK has advocated the application of systems engineering to a range of different areas, including the management of technology projects (Philbin, 2008a;Philbin, 2011), management of bids and proposals (Philbin, 2008b) and safety engineering (Philbin, 2010). These applications seek to gain an improved understanding of complex technical and engineering instantiations through leveraging the tools and techniques of systems thinking and systems engineering practices.…”

Section: Developing An Integrated Systems Perspectivementioning

confidence: 99%

Applying an Integrated Systems Perspective to the Management of Engineering Projects

Philbin¹

2015

Front. Eng

Self Cite

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Engineering projects can be subject to significant complexity, which may result in a number of issues and challenges that need to be addressed throughout the project life-cycle. Traditionally projects have been viewed according to the so called "iron triangle," i. e., achievement of project milestones according to schedule, cost and quality targets. While these targets are fundamentally important to the performance of engineering projects, it is possible to view projects on a systemic level in order to allow an adequate focus on all the underpinning factors that have the potential to influence the performance of projects. Consequently, a management framework has been developed that is based on an integrated systems perspective of engineering projects, where the performance of projects is a function of six contributing sub-systems that are: process, technology, resources, knowledge, culture and impact.

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“…Philbin [14] explores the potential for using systems engineering to facilitate bid management. Philbin defines a highlevel model for the proposal process that includes systems engineering considerations, such as requirements capture, architecture, development, and evaluation.…”

Section: Introductionmentioning

confidence: 99%

A Systems Engineering Perspective on Proposal Management

Smartt

Ferreira

2012

IEEE Systems Journal

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Mastering proposal management is key to the very survival of organizations that capture and execute contracts to supply products or services. Systems engineering plays a central role in proposal management for complex systems by often leading the technical effort. This paper provides an alternative perspective to the existing acquisition-focused literature by examining proposal management from the supplier perspective. This paper identifies proposal stakeholders and defines objectives that can be used to evaluate success from each stakeholder's perspective. A high-level process model is identified that describes steps in the proposal process and the corresponding role of systems engineering. This paper also introduces a detailed process model for defining the proposed system solution. A more thorough understanding of proposal stakeholder roles, associated objectives, and the proposal process can help supplier organizations devise more effective strategies for responding to proposal opportunities.

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Bid management: A systems engineering approach

Cited by 15 publications

References 62 publications

Business development and bid management's role in winning a public–private partnership infrastructure project

Business development and bid management's role in winning a public–private partnership infrastructure project

Applying an Integrated Systems Perspective to the Management of Engineering Projects

A Systems Engineering Perspective on Proposal Management

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