Business Bridge Supplier Toolkit Bibliography

Bibliography of materials researched by Strategic Insights Inc to develop the initial Supplier Toolkit articles published on March 14, 2024.


  1. “15 Essential Attributes Successful Contracts Share: Business Management Consultants.” Grosvenor Performance Group, 30 June 2023,

  2. “5 Elements of an Effective Case Study.” Fronetics, 2023,

  3. “5 Qualities of a Perfect Supplier.” Achilles, 17 July 2023,

  4. “5 Tips for Writing More IMPACTful Case Studies for Your Business.” Impact Plus, 2016,

  5. “6 Vendor Portal Best Practices to Follow in the Coming Year.” ProcurePort Blog, 14 Apr. 2023,

  6. “6 Ways Vendor Portals Help to Strengthen Vendor Communications.” Digital Experience Software Tailored to Your Needs, 27 Oct. 2023,

  7. “7 Types Of Market Research And How To Improve Them.” Forbes,

  8. “7-Step Sales Process: When to Use It and When to Break It.” Lucidchart, 11 Aug. 2020,

  9. Agarwal, Priyanka, et al. “Winning the SMB Tech Market in a Challenging Economy.” McKinsey & Company, McKinsey & Company, 21 Feb. 2023,

  10. Alfred, Angel. “How to Talk to Potential Buyers.” RocketHub,

  11. Alzoubi, Haitham, et al. “Empirical Study on Sustainable Supply Chain Strategies and Its Impact on Competitive Priorities: The mediating role of Supply Chain Collaboration.” Management Science Letters, 2020.

  12. Aysolmaz, Banu, et al. “Use Cases for Understanding Business Process Models.” International Conference on Advanced Information Systems Engineering, 12 Jun. 2017.

  13. Bag, Surajit. “Buyer–Supplier Partnerships and Circular Economy Performance in Food Supply Chains: Serial Mediation by Commitment Contract and Innovation Performance.” JOUR, 25 Aug. 2023.

  14. Barron, Brenda. “When and How to Respond to Rfps.” GoDaddy Blog,

  15. Bocconcelli, Roberta, et al. "Interacting with Large Customers: Resource Development in Small B2B Suppliers." Elsevier, 27 Jul. 2017.

  16. Brian, McBreen, et al. “Toolkit of Analytical Methods.” Emerald Publishing Limited, 18 Jan. 2022.

  17. Byrnes, Jonathan. “Account Management: Art or Science?” Harvard Business School Working Knowledge, 2004,

  18. Chi, Clifford. “The 2 Simple & Straightforward Methods for Market Sizing Your Business.” HubSpot Blog,

  19. Chu, Leon Yang, et al. “Strategic Benefit of Request for Proposal/Quotation.” USC Marshall School of Business Research, 10 Oct. 2019.

  20. Cottle, Griffin, et al. “The Temptation of Exaggeration: Exploring the Line Between Preparedness and Misrepresentation in Entrepreneurial Pitches.” Journal of Business Venturing Insights, 10 Sep. 2020.

  21. Crain, Peter, et al. “Procurement | Definition, Process & Management.”, 21 Nov. 2023.

  22. “Creating an Effective Case Study: 12 Important Tips to Remember.” Forbes Agency Council, 2019,

  23. Damnjanovic, Vesna. “How to Write Cases and Teaching Notes in Marketing Education.” Marketing Science, 2017.

  24. Deskera. “Sales Process Explained: 7 Stages of the Selling Cycle.” Deskera, 22 June 2022,

  25. Dibb, Sally, et al. “Marketing: Concepts and Strategies.” Cengage Learning EMEA, 2019.

  26. “Diverse Supplier Certification: What It Is, Why It’s Beneficial and How to Get It.” C2FO, 2 May 2023,

  27. “Diverse Supplier Certification: What It Means for You.” Diverse Supplier Certification: What It Means For You, 26 Sept. 2023,

  28. Donaldson, Bill, et al. “Sales Management: Strategy, Process and Practice.” Bloomsbury Publishing, 16 Sep. 2017.

  29. “Eight Reasons Why a Win-loss Analysis Is Important to You.” Octopus Intelligence, 2022,

  30. Engle, Caroline. “RFP 101: What Is the Purpose of an RFP?” WordRake,

  31. Erriquez, Mauro, et al. “A New Era for Procurement: Value Creation Across the Supply Chain.” McKinsey & Company, McKinsey & Company, 27 Sept. 2023,

  32. Expert Panel. “Council Post: How Leaders of Smbs Can Encourage the Adoption of New Organizational Values.” Forbes, 14 Feb. 2023,

  33. Fairlie, Mark. “How to Conduct Effective Market Research.”,

  34. Fazli-Salehi, Reza, et al. “A Sales Approach to Key Account Management (KAM): Toward a Unified View of KAM Deployment and Operationalization.” Services Marketing Quarterly, 20 Sep. 2021.

  35. Feste, Jasmin, et al. “Key Account Management Formalization and Effectiveness: A Fuzzy-Set Qualitative Comparative Analysis.” Industrial Marketing Management, 01 Nov. 2022.

  36. Flood, Katie. “6 Questions to Ask Before Responding to an RFP.” Loopio, 5 Dec. 2023,

  37. Friedenthal, Sanford, et al. “Modeling Functionality with Use Cases.” The MK/OMG Press, 2015.

  38. Frost, Aja. “Key Account Management: The Ultimate Guide.” HubSpot, 2023,

  39. Garcia, Fabienne, et al. “Adoption Mechanisms of a Supplier Portal: A Case Study in the European Aerospace Industry.” Elsevier, 2019.

  40. “Get Certified - Disability:In.” Disability, 26 Sept. 2022,

  41. “Get Support for Your Veteran-Owned Small Business.” Veterans Affairs,

  42. Gibson, Nicholas. “Response: Two Decades of Requests for Proposals: Insider Reflections on Funding Interdisciplinary Research.” Batavia, Journal of Psychology and Christianity, 2019.

  43. Gimenez et al. “Next-generation Key Account Management.” Bain & Company, 2019,

  44. Gotzmann, Monika. “8 Steps to Ensure Your Key Account Management Strategy is Successful.” PandaDoc, 2022,

  45. Greaney, Shannon. “How a Vendor Management Portal Makes Life Easier for Procurement Teams.” GateKeeper,

  46. Griffin, Thomas. “Council Post: The Importance of a Business Network and How to Build a Strong One.” Forbes, Forbes Magazine, 21 Dec. 2022,

  47. Guo, Shu, et al. “Coordinating Contracts for a Financially Constrained Supply Chain.” Journal of Cleaner Production, 13 Jan. 2017.

  48. Hague, Paul. “Market Research in Practice: An Introduction to Gaining Greater Market Insight.” Kogan Page Publishers, 03 Nov. 2021.

  49. Hase, Stefan, et al. “The Quintessence of Sales.” Springer, 05 Aug. 2017.

  50. Haslindah, Andi, et al. “Implementation Of Marketing Strategies In Increasing Sales Volume.” International Journal of Science, Technology & Management, 26 Sep. 2021.

  51. Hendricks, Allison. “How to Build Strategic Relationships Inside (and Outside) of Your Organization.” Simply Stakeholders, 17 Oct. 2023,

  52. Henisz, Witold. “Corporate Diplomacy: Building Reputations and Relationships with External Stakeholders.” Routledge, 08 Sep. 2017.

  53. Herrick, Jonathan. “6 Elements of a Perfect Elevator Pitch for Entrepreneurs and SMBs.” Benchmark One,

  54. Heskett, James, et al. “How to Write a Great Business Case.” Harvard Business School, 26 Feb. 2020.

  55. “How Experts Write Case Studies That Convert, Not Bore.” Zapier, 2014,

  56. “How to Build an RFP Response Template.” The Bid Lab, 21 November, 2023.

  57. “How to Negotiate Contracts with Big Companies.” ZenBusiness Inc., 28 Nov. 2023,

  58. “How to Setup Google Alerts to Monitor Customers and Competitors.” Intellizence, 1 Sept. 2022,

  59. “How to Write a Case Study: Bookmarkable Guide & Template.” HubSpot, 2023,

  60. “How to Write an Effective RFP Response (with Example).” LinkedIn, 30 Dec. 2022,

  61. Hutt, Michael, et al. “Business Marketing Management: B2B.” Vnbrims, 2021.

  62. Ingram, Thomas, et al. “Sales Management Analysis and Decision Making.” New York, Routledge, 04 Nov. 2019.

  63. Kane, Nick. “The 4 Guidelines You Should Follow When Responding to an RFP.” Janek Performance Group,

  64. “Key Account Management, Explained in Depth.” Pipedrive, 2022,

  65. Kilkenny, Salome. “Supplier Diversity.” New York, Network Journal, 2019.

  66. Kohli et al. “How Digital is Powering the Next Wave of Growth in Key-account Management.” McKinsey & Company, 2019,

  67. Kovalenko, Oleksii. “How to Create a Sales Process That Actually Works [7 Steps].” Tidio, 30 Aug. 2023,

  68. LaForge, Raymond, et al. “Sales Management: Analysis and Decision Making.” New York, Routledge, 04 Nov. 2019.

  69. Lautenschlager, Christian, et al. “Innovation in Key Account Management: Identification of Research Trends and Knowledge Gaps.” Journal of Business-to-Business Marketing, 03 Apr. 2021.

  70. Liu, Ningwei, et al. “Automate RFP Response Generation Process Using FastText Word Embeddings and Soft Cosine Measure.” Proceedings of the 2019 International Conference, 12 Jul. 2019.

  71. Malhotra, Naresh, et al. “Marketing Research: An Applied Approach.” Pearson, 04 Dec. 2017.

  72. Malhotra, Naresh. “Marketing Research: Current State and Next Steps.” Brazilian Journal of Marketing, 28 Oct. 2018.

  73. Margherita, Alessandro. “Elevator Pitch Assessment Model: A Systematization of Dimensions in Technology Entrepreneurship Presentations.” IEEE, 13 Oct. 2021.

  74. Mattos, Claudia, et al. “Information Technology Adoption and Assimilation: Focus on the Suppliers Portal.” Brazil, Elsevier, 09 Jan. 2017.

  75. McDaniel, Carl, et al. “Marketing Research.” John Wiley & Sons, 31 Jan. 2018.

  76. McFarlane, Erin. “Procurement Contract Management Best Practices.” Fairmarkit,

  77. Mengoni, Mauraet al. “The Role of Business Relationships in New Product Development. The Case of Antrox-Nel Design.” Procedia Manufacturing, 18 Sep. 2017.

  78. Mortensen, Stephen, et al. “Predicting and Defining B2B Sales Success with Machine Learning.” Charlottesville, SIEDS, 2019.

  79. Negris, Cybele. “Council Post: Are Business Diversity Certifications Worth the Effort for Suppliers?” Forbes, 22 Sept. 2022,

  80. Oetting, Jamie. “The RFP Formula That Gets an 80% Close Rate.” HubSpot, 21 July 2022,

  81. Oko-Odoi, Katrina. “How to Conduct Win-loss Analysis: A Step-by-Step Guide.” Copper, 2021,

  82. Paech, Barbara, et al. “Answering a Request for Proposal - Challenges and Proposed Solutions.” Requirements Engineering: Foundation for Software Quality, 19 Mar. 2022.

  83. Palmer, James, et al. “Perfecting the ‘Elevator Pitch’? Expert Advice as Locally-Situated Boundary Work.” Science and Public Policy, 24 Sep. 2018.

  84. Peterson, Robert, et al. “Sales Enablement: Conceptualizing and developing a Dynamic Capability.” Springer, 29 Oct. 2020.

  85. Porter, Kathey. “Implementing Supplier Diversity.” Palgrave Macmillan Cham, 21 May 2019.

  86. Powell, Charlotte. “How to Draft the Perfect Elevator Pitch (+ Best Practices).” G2, 2023,

  87. Qazi, Asad, et al. “A Systematic Review on Barriers and Enablers Toward Circular Procurement Management.” Sustainable Production and Consumption, 14 Jul. 2022.

  88. Raj, Alok, et al. “Designing Supply Contracts for the Sustainable Supply Chain Using Game Theory.” Lucknow, Journal of Cleaner Production, 07 Mar. 2018.

  89. Rajbhoj, Asha, et al. “A RFP System for Generating Response to a Request for Proposal.” ISEC'19, 14 Feb. 2019.

  90. Rajbhoj, Asha, et al. “AI-enabled Project Initiation: An Approach Based on RFP Response Document.” International Symposium on Electronic Commerce, 24 Feb. 2022.

  91. Ranger, Megan. “15 Strategies to Get a Meeting with the Right Decision-Maker.” Nimble Blog, 12 Oct. 2023,

  92. Rauter, Romana, et al. “Assessing the Impact of Sustainable Business Models: Challenges, Key Issues and Future Research Opportunities.” Palgrave Studies, 2019.

  93. Rezazadeh, Alireza. “A Generalized Flow for B2B Sales Predictive Modeling: An Azure Machine-Learning Approach.” Chicago, Forecasting, 6 Aug. 2020.

  94. Rizhamadze, Ketevan, et al. “The Complexity of Relationships within Business and the Importance of Common Ground.” SHS Conferences, 2020.

  95. Sandesh, Sadasivan Pillai, et al. “Key Account Management in B2B Marketing: A Systematic Literature Review and Research Agenda.” Journal of Business Research, 01 Feb. 2023.

  96. “Selling to Big Companies: 8 Sales Tips to Land Your White Whale.” SUCCESS, 2 Apr. 2022,

  97. Shaw, Stacie. “Three Ways to Identify Your Key Differentiators.” Pitch Deck Fire,

  98. Shen, Bin, et al. “A review on supply chain contracting with Information Considerations: Information Updating and Information Asymmetry.” International Journal of Production, 04 May 2018.

  99. Sims, Mike. “Taking on Goliath-How Small Businesses Can Compete with Huge Competitors.” Foundr, 10 June 2021,

  100. Skrabanek, Britt. “How to Work with SMEs for a Smooth Sailing RFP Process.” Responsive, 19 July 2023,

  101. Snijders, Tom. “Design and Implementation of a Supplier Portal Using an Empirical Snapshot.” University of Twente, 18 Mar. 2019.

  102. Snyder, Lawrence, et al. “Fundamentals of Supply Chain Theory.” John Wiley & Sons, 11 Jul. 2019.

  103. Sordi, Andrea. “Going Beyond Supplier Diversity to Economic Inclusion: Where Are We Now and Where Do We Go From Here?” Tennessee, 02 Mar. 2022.

  104. Stapleton, Michael. “The 7 Steps to an Effective Win/Loss Analysis.” Owl Consulting, 2018,

  105. Steeves, Kyla. “How Do You Improve the RFP Process? Optimize Six Overlooked Opportunities.” Loopio, 6 Nov. 2023,

  106. Stowe, Melinda. “To RFP or Not to RFP: That is the Question.” Information Technology Planning, Routledge, 2021.

  107. Teixeira, Grazielle, et al. “How to make strategic planning for Corporate Sustainability?” Journal of Cleaner Production, 16 May 2019.

  108. “The Role of a Key Account Manager.” SoCo Selling, 2021,

  109. “Tips for Small Companies Making a Deal with Large Corporations.” Under30CEO, 13 Apr. 2012,

  110. Vairavan, Ashok. “Growing The Pie: How Supplier Diversity Can Enable Minority Businesses to Create Stakeholder Value.” Georgia State University, Dissertation, 04 May 2021.

  111. Valdes, Juan. “Effective Sales Process.” Journal of Administrative Science, 05 Jul. 2023.

  112. Vázquez, José, et al. “Persuasive Strategies in the SME Entrepreneurial Pitch: Functional and Discursive Considerations.” Routledge, 05 Nov. 2019.

  113. “Vendor Portal: What Is It, Benefits and Software.” FuseBase (Formerly Nimbus), 1 Dec. 2023,

  114. Warrillow, John. Death by RFP: 7 Reasons Not to Respond |, Inc,

  115. “Win Loss Analysis and Optimization: How to Get It Right.” Qualtrics, 2022,

  116. “Win-Loss Analysis.” Pragmatic Institute,

  117. Yeboah, Edmond, Nyamah, et al. “Procurement Process Risk and Performance: Empirical Evidence From Manufacturing Firms.” Cape Coast, Researchgate, Feb. 2022.

  118. Yevu, Sitsofe, et al. “Digitalization of Construction Supply Chain and Procurement in the Built Environment: Emerging technologies and opportunities for Sustainable Processes.” Journal of Cleaner Production, 20 Sep. 2021.

  119. Yothment, Meagan. “6 Strategies to Build Relationships with Enterprise Decision-Makers.” Powderkeg, 30 Sept. 2023,

  120. Zafari, Katayou, et al. “Development of Business-To-Business Relationships in Turbulent Environments.” Industrial Marketing Management, 17 Mar. 2023.

  121. Zakeri, Shervin, et al. “Ranking Based on Optimal Points and Win-Loss-Draw Multi-Criteria Decision-Making with Application to Supplier Evaluation Problem.” Elsevier, 01 Apr. 2022.