Inquiry Evaluation and Proposal Preparation

Ingmar Geiger () and Sarah Krüger ()
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Ingmar Geiger: Freie Universität Berlin
Sarah Krüger: Freie Universität Berlin

A chapter in Business Project Management and Marketing, 2016, pp 55-81 from Springer

Abstract: Abstract Processing inquiries and tenders is primarily used to generate company orders and constitutes an important basis for the company’s business activities. However, due to the large number of inquiries that a company receives in a financial year, it must perform a selection and decide whether and how to respond to inquiries. This chapter provides an evaluation of the situation and presents the models and selection criteria to support decision-making when evaluating inquiries. The chapter initially looks at the principles of inquiry evaluation, and a distinction is made between a strategic and operational perspective. Furthermore, the models described are discussed with respect to their practical application. Once an inquiry has been precisely reviewed and positively evaluated, this is followed by the proposal preparation process. This process is covered in greater detail in the last section of this chapter. It particularly relates to the written documentation of all the details connected with the order, such as the solution options offered or the precise listing of the associated costs.

Keywords: approachesAnalytical Hierarchy Process; Inquiry Evaluation; Relevant Market; Individual Criterion; Operational Perspective (search for similar items in EconPapers)
Date: 2016
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sptchp:978-3-662-48507-1_2

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DOI: 10.1007/978-3-662-48507-1_2

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