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Marketing And Engineering Strategies for Winning R D Contracts

Cover Marketing And Engineering Strategies for Winning R D Contracts
Marketing And Engineering Strategies for Winning R D Contracts
Edward Baer Roberts
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;o-parc GU"~i, ionnr:ires '. , 'erc railed to all companies directly involved in any ■', <'sy--solicited "nit no bid. Solicited but no response, bid and lost, bid and von- -on ho avarcis stu'iied in the second agency, a total of approx- imately 1200 companies, -e have noi' received useable replies from about forty per cent of these companies, including about 55fo of the winners, and have begun to process som^e statistical analyses of these replies. " The results analyzed confirm first of all that there are great distinctions between bidders and no-bidders. As we look at those companies that were solici- ted but no-bid, we can make additional comments on the cost/effectiveness of this /'jovernment procurement situation. Clearly the no-bidders in the h6 research and development awards examined were not really related to the situations under contention. If we compare the no-bidders knowledge, their experience, their prior contact with the customers, etc. , against the data from the companies that bid, bidders are shown to be grossly different from no-bidders (statistically significant at the l/lO of Vfo level).

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