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Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts / Edition 2
     

Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts / Edition 2

by Tom Sant
 

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ISBN-10: 0814471536

ISBN-13: 9780814471531

Pub. Date: 12/26/2003

Publisher: AMACOM

With over 40,000 copies sold, the first edition of Persuasive Business Proposals helped many readers construct dynamic, effective proposals. Now in paperback, this fully-revised second edition still gives readers simple, effective techniques for organizing, writing, and delivering proposals while updating the author's winning strategies for today's global

Overview

With over 40,000 copies sold, the first edition of Persuasive Business Proposals helped many readers construct dynamic, effective proposals. Now in paperback, this fully-revised second edition still gives readers simple, effective techniques for organizing, writing, and delivering proposals while updating the author's winning strategies for today's global business environment.

By cutting through the confusion, and providing dozens of real-world examples, this updated version provides step-by-step instructions for crafting value-centered, recipient-specific proposal packages, with all-new discussions on:

* How to increase business using new communication channels from e-mail and electronic submissions to PDF, HTML, and others
* The Seven Worst Proposal Mistakes illustrated with real-world examples

This is an essential book for anyone seeking to win contracts and sell projects.


About the Author:
Tom Sant (San Luis Obispo, CA) is a world-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.

Product Details

ISBN-13:
9780814471531
Publisher:
AMACOM
Publication date:
12/26/2003
Edition description:
Second Edition
Pages:
224
Product dimensions:
5.99(w) x 9.00(h) x 0.75(d)
Age Range:
17 Years

Table of Contents

Section I: Why You Need This Book
1. The Challenges You Face
2. A Good Proposal Is Hard to Find

Section II: A Primer on Persuasion
3. Why the Intuit Hunt Whales and Other Secrets of Customer Behavior
4. The Structure of Persuasion
5. Developing a Client-Centered Message Every Time You Write
6. Understanding the Customer: The Cicero Principle
7. Establishing Your Credibility

Section III: How to Manage the Process and Keep Your Sanity
8. An Overview of the Proposal Development Process
9. Writing from the Right Brain: Getting Your Ideas Organized
10. Presenting a Winning Value Proposition
11. The Structure of the Letter Proposal
12. The Structure of the Formal Proposal
13. Writing Research Proposals and Proposals for Grants
14. Packaging Your Proposals for Success
15. Presenting Your Proposal
16. What to Do After You Submit
17. Writing in the Midst of a Storm: How to Deal with Bad News & Negative Publicity
18. Creating a Proposal Center of Excellence
19. Proposal Metrics — How to Measure Your Success
20. Automating the Process

Section IV: Writing to Win
21. Give the Reader a KISS!
22. Word Choice: Six Traps to Avoid
23: Sentence Structure: Maximizing Your Clarity
24. Editing Your Proposal

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