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Writing Winning Business Proposals By Richard C. Freed

Writing Winning Business Proposals
by Richard C. Freed

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This manual presents a rigorous method of creating winning proposals and features extensive real-world examples. It should be useful to consultants bidding for a job, or to executives who must win over senior management on a new project. Worksheets aid the reader in putting together a proposal.
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Writing Winning Business Proposals Summary

Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss by Richard C. Freed

Are your business proposals good, but perhaps not good enough? One leading management consulting firm recently lost a major project by 5 points out of 1000, one-half of one percent! With the gap between victor and also-ran so narrow, and the stakes so high, your proposal must give you every advantage. Here is the guide that will give you the edge, especially in tough times. The secret is the authors' rigorously systematic yet easy-to-learn method for creating proposals. This method has been proven to win business, especially in "complex sales" involving multiple buyers - each bringing different buying criteria to the final decision. Part One of this book shows you how to probe and present the "logics" of a proposal: the logical relationship between the potential client's current situation and desired result. You will learn to ferret out key information (often unwritten and unstated) in order to address the discrepancy between where the organization is and where it wants to be. However, because most people buy for psychological as well as logical reasons, Writing Winning Business Proposals also focuses on proposal "psychologics." Part Two shows you how to assess all members of the evaluation committee, determine their individual "hot buttons, " and craft a proposal strategy that has collective appeal. You'll discover new ways to crystallize and develop key proposal messages and themes - and thus convince decision makers that you have heard and understood the issues from their respective points of view. Part Three offers specific strategies for weaving these elements into a web of persuasion. "Just as Beethoven repeated musical themes throughout his symphonies, " the authors write, "youwant to 'play' your themes throughout your proposal." Because presentation is also crucial, there are effective techniques to help you make your writing, visuals, and page design more powerful and persuasive. To help you experience and practice the book's concepts step by step, most

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Table of Contents

The relationship between proposals and the consulting process; defining the buyers; determining your themes; writing situations; writing objectives; writing methods and constructing a logical workplan; writing qualifications; writing costs; writing benefits; voice - determining how your proposal should "speak"; design; style. Appendices: proposal opportunity at ABC company, a division of Consolidated Industries; a case study; ten questions for proposal writers; worksheets; the completed proposal - the text document, the oral presentation.

Additional information

Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss by Richard C. Freed
Richard C. Freed
Used - Very Good
McGraw-Hill Education - Europe
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.