Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss

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9780070219250: Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss

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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From the Back Cover:

"Forces you to think strategically about the proposal itself before jumping in and starting to write (or worst still, resorting to the paste pot!). Should be part of every new consultant's training (and retraining of a few oldsters as well)."

"Combines psychological with logical aspects to defuse objections and answer questions before they arise. could help you to double your acceptance rate."

"...certainly the most thorough treatment of the subject that we've seen." - Jim Kennedy, Publisher, Consultants News

"Writing Winning Business Proposals deserves the attention not only of all who write proposals but also all who teach business/technical/professional writing. Certainly the best treatment of audience analysis that we have, and hands down the best treatment of proposal writing on the market. This book is required reading for teachers, writers, and executives." - Charlotte Thralls, Professor of Rhetoric, Iowa State University

About the Author:

Richard C. Freed is a trainer with A. T. Kearney Professional Development. Shervin Freed is a former partner at A. T. Kearney and continues to consult.

Joe Romano is a Kearney management consultant and a partner in charge of worldwide training and development.

"About this title" may belong to another edition of this title.

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Freed, Richard C.; Romano, Joe; Freed, Shervin
Published by McGraw-Hill Trade (1995)
ISBN 10: 0070219257 ISBN 13: 9780070219250
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