Tom Sant

Persuasive Business Proposals

Writing to Win More Customers, Clients, and Contracts

• Broschiertes Buch

Produktbeschreibung

Most people find proposal writing to be tedious and time-consuming--and their documents show it, but proposal writing is about more than checking off boxes on a list of requirements.

Writing a winning proposal is vital to getting a 'yes' on your next bid. That's why Tom Sant, a proposal consultant for Global 500 companies and the creator of widely used proposal automation systems, has spent his career providing hands-on guidance for crafting powerful proposals and RFPs.

In Persuasive Business Proposals, he shares the same insights with you--teaching you what a good proposal is not and explaining the value of a proposal as an important and effective sales tool for driving business. You'll learn how to:
attract prospects' attention and speak to their needs;ask essential questions for qualifying opportunities;"power up" cover letters and executive summaries;overcome "value paranoia";incorporate proof into a proposal;and write winning renewal contracts.
With clear instructions as well as before-and-after samples, the third edition of Persuasive Business Proposals takes you step-by-step through a highly effective process for writing customized packages that capture new business.

Produktdetails

• Verlag: AMACOM / McGraw-Hill Professional
• 3. Aufl.
• Seitenzahl: 290
• Erscheinungstermin: 30. April 2012
• Englisch
• Abmessung: 229mm x 152mm x 18mm
• Gewicht: 474g
• ISBN-13: 9780814417850
• ISBN-10: 081441785X
• Artikelnr.: 33876430

Autorenporträt

TOM SANT is a renowned proposal consultant, whose clients range from small entrepreneurial operations to Global 500 companies, including General Electric, Microsoft, Lucent, and Accenture. He is the creator of the world's most widely used proposal automation systems, ProposalMaster and RFPMaster.

Inhaltsangabe

Contents

Preface

Section One: Seven Deadly Sins
1:A Good Proposal Is Hard to Find...But It's Worth Looking
2:Recognizing Reality
3:Rushing to the Exit

Section Two: A Primer on Persuasion
4:Understanding Persuasion
5:Winning by a NOSE: The Structure of Persuasion
6:Seven Magic Questions: How To Develop a Client-Centered Message
7:Why the Inuit Hunt Whales and Other Secrets ?of Customer Behavior
8:The Cicero Principle:How to Avoid Talking to Yourself in Print
9:Fluff, Guff, Geek, and Weasel: The Art of Saying What You Mean
10:Weaving Your Web: How to Pull It All Together Right from the Start

Section Three: The Art of the Part: Where to Put Your Effort
11:Letter Proposals
12: The Structure and Key Elements of Formal ?Proposals
13:Writing the Business Case
14:Recommending and Substantiating Your Solution
15:Persuasive Answers to RFP Questions
16:Presenting Evidence and Proving Your Points
17:Gathering and Tailoring Reusable Content

Section Four: How to Manage the Process Without Losing Your Sanity
18:Deal or No Deal?:Qualifying the Opportunity
19:An Overview of the Proposal Development Process
20:The Pursuit of Perfection: ?Editing Your Proposal
21:The Packaging Is Part of the Product
22:Presenting Your Proposal
23:Tracking Your Success
24:Creating a Proposal Center of Excellence
25:Special Challenges

Index