- Paperback: 288 pages
- Publisher: McGraw-Hill Professional; 2 edition (1 May 2003)
- Language English
- ISBN-10: 007139687X
- ISBN-13: 978-0071396875
- Product Dimensions: 22.6 x 15.2 x 2.5 cm
- Average Customer Review: 4.5 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 444,183 in Books (See Top 100 in Books)
- See Complete Table of Contents
Writing Winning Business Proposals
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Product Description
Product Description
This title offers the faster, easier way to write persuasive, successful proposals every time. A great proposal will clinch the deal; a poor one will kill it - which would you rather write? "Writing Winning Business Proposals, Second Edition", gives you the skills, tactics, and strategies you need to write outstanding proposals that will win new clients, make big sales, or convince your boss that your idea will revolutionize the company. You'll get a client's-eye view of what makes a great proposal and master the steps of a battle-tested and proven proposal development process. This fully updated new edition features dozens of new examples and scenarios. You'll also find insightful new chapters on determining your fees and collaborating to improve your chances of winning as well as tips for creating a persuasive 'voice' in your proposal." Writing Winning Business Proposals, Second Edition" provides all the tools and expertise you need to: understand the baseline logic to determine your buyer's desired results; construct a logical methodology for achieving those results; reconcile different perspectives across multiple buyers; crystallize and develop key messages and themes; and weave messages and themes throughout your proposal.
From the Back Cover
The faster, easier way to write persuasive, successful proposals every time
A great proposal will clinch the deal; a poor one will kill it--which would you rather write? Writing Winning Business Proposals, Second Edition, gives you the skills, tactics, and strategies you need to write outstanding proposals that will win new clients, make big sales, or convince your boss that your idea will revolutionize the company. You'll get a client's-eye view of what makes a great proposal and master the steps of a battle-tested and proven proposal development process.
This fully updated new edition features dozens of new examples and scenarios. You'll also find insightful new chapters on determining your fees and collaborating to improve your chances of winning as well as tips for creating a persuasive "voice" in your proposal. Writing Winning Business Proposals, Second Edition provides all the tools and expertise you need to:
- Understand the baseline logic to determine your buyer's desired results
- Construct a logical methodology for achieving those results
- Reconcile different perspectives across multiple buyers
- Crystallize and develop key messages and themes
- Weave messages and themes throughout your proposal
Inside This Book
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First Sentence
"Like most people, I like stories, so let me begin by telling you a very short story-after which I'll ask you several questions: Paula was hungry." Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
"Like most people, I like stories, so let me begin by telling you a very short story-after which I'll ask you several questions: Paula was hungry." Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
3 of 3 people found the following review helpful
Format:Paperback
If you are looking to make cutting edge business proposals and have been making them for years, this is the one for you.
For basic proposals, or you are just starting out look somewhere else.
For basic proposals, or you are just starting out look somewhere else.
15 of 17 people found the following review helpful
Format:Paperback
Have been using this book for several years to write proposals. Provides clear examples and methods of producing good proposals. The best book I have seen on the subject
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
17 reviews
37 of 40 people found the following review helpful
Decent & Recommended Book
14 Sep 1999
Format:Paperback
The book takes you through a step-by-step methodology for creating a business proposal. It focuses on meeting the clients needs to create a winning proposal. It lacks a convincing example that could go with the current market requirements.The templates for creating the proposal are a good help and I would recommend this book to new and seasoned proposal writers.
22 of 24 people found the following review helpful
Best Business Book I've Read
30 May 2000
Format:Paperback
This is an outstanding instructional on how to create effective communications, particularly with clients/customers. It is aimed at consultants, but really applies to communications broadly--whether you're presenting a proposal to a prospective client, or trying to convince your boss to give you a raise.
It takes the essence of Barbara Minto's "pyramid principle" of organization and adds to it audience evaluations, audience perspectives, and general guidance on how to make your communication well-received. It highlights common assumptions and errors on the part of any author, and truly makes a writer put him/herself in the shoes of the audience.
It's an easy read at a bargain price, and I've recommended it to everyone with whom I work. Well worth the price!
9 of 9 people found the following review helpful
Like Eating Your Vegatables...
23 July 2003
Format:Paperback|Amazon Verified Purchase
This book is really good for you... just like eating your vegatables. Unfortunately, its not easily digested. This book provides a great method of preparing strategic proposals. The method is largely based on the Mento "Pyramid Principle" a book which is itself not an easy read (however, it is required reading at McKinsey, BCG, and other major strategy consulting firms. This fact should tell you instantly just how powerful a concept it is). However, if you're willing to hold your nose and chew slowly (I'm not willing to give up on the "eat your vegatables" analogy just yet), you and your proposals will be much more competitive. Since the book is far from an easy read, I'd suggest that you tackle it chapter-by-chapter with some time for rest and contemplation in between (divide it into "bite-sized" pieces, in other words). If you're looking for fast-food proposal fair, I'd like to suggest Robert Kantin's "Proposal Kit For Dummies" which, despite the title, is a terrific book on proposal writing for professionals -- particularly consultants. Overall grade: A-/B+.
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