Herman R. Holtz's Books

Government Contracts

Proposalmanship and Winning Strategies

By: Herman R. Holtz

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Government Contracts

Proposalmanship and Winning Strategies

By: Herman R. Holtz

He who knows and knows that he knows is wise; follow him. -ANCIENT PROVERB During a long career of public service as a government procurement and contracting official, I am still surprised to find big, successful corporations making the same mistakes that neophytes in government contracting mak~. And this is particularly true in the matter of writing proposals, which are the crucial element in most major procurement awards. It's true enough, as many suspect, that the big, well-known company has something of an edge over the smaller, lesser-known company com peting for any given government contract-psychologically, at least: The typical government executives, whether contracting officials or program managers, tend to have a bit more faith in the ability of the large company to carry out the program successfully. All things being equal, then, the big company is more likely to get the nod. However, because the large companies are well aware of that, many tend to become "fat, dumb, and happy"-they try to coast or rest on their laurels. That is, they get careless about making a strong enough case for themselves in writing their proposals. And when they lose, often to smaller companies, they are both puzzled and outraged. They have for gotten that all government procurement is a competition-usually both technical and cost competition-and that the "little guy" can win against the "big guy," if he tries hard enough. And especially if the bigger guy is a bit careless and does not put out his best effort.

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Page Count

299

Publisher

Springer Science & Business Media

Published Date

ISBN 10

1468409824

ISBN 13

9781468409826

Computer Work Stations

A Manager’s Guide to Office Automation and Multi-User Systems

By: Herman R. Holtz

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Computer Work Stations

A Manager’s Guide to Office Automation and Multi-User Systems

By: Herman R. Holtz

Most of us do not realize that we are living in revolutionary times. To a large degree, we are in a time of massive economic and industrial change, and perhaps history will one day record this era as the Second Industrial Revolution. Certainly we have been made aware of the decline of "smoke stack industries" and of the rapid rise of what might be called the "infor mation industries" in the United States and, presumably, in most of the western world. Several best-selling authors have assured us that we must change or perish, and a great many industrialists appear to agree. Ironically, we have also been all but promised a return to a modern form of that very cottage industry economy that the first Industrial Revolution wiped out: Some of our leading savants envision individuals working at home on desktop computers, connected via hardwire (telephone) to an employer's large, central computer. Will this come to pass? Perhaps; the industrial/economic indicators appear to point in that direction, although there are the problems of numerous laws and regulations -labor laws and OSHA laws, to name only two areas, and ignoring for the moment the reaction of our labor unions - that would be most difficult to reconcile with such an arrangement. In a sense, it is the computer that has brought about this condition.

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Page Count

269

Publisher

Springer Science & Business Media

Published Date

ISBN 10

1461325374

ISBN 13

9781461325376

Advice, a High Profit Business

A Guide for Consultants and Other Entrepreneurs

By: Herman Holtz

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Advice, a High Profit Business

A Guide for Consultants and Other Entrepreneurs

By: Herman Holtz

Management development guide to the marketing of consultant advice and information services, particularly in the USA - covers creative thinking, opportunities for enterprise creation, market access, publicity, the use of computers, financial aspects, etc.; discusses writing, publishing, presenting seminars, advertising, etc.; includes information sources.

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Page Count

258

Publisher

Prentice Hall

Published Date

ISBN 10

013011958X

ISBN 13

9780130119582

Book's by Herman R. Holtz

Government Contracts

Government Contracts

Computer Work Stations

Computer Work Stations

Advice, a High Profit Business

Advice, a High Profit Business

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