Handbook For Writing Proposals / Edition 2

Handbook For Writing Proposals / Edition 2

ISBN-10:
007174648X
ISBN-13:
9780071746489
Pub. Date:
08/05/2010
Publisher:
McGraw Hill LLC
ISBN-10:
007174648X
ISBN-13:
9780071746489
Pub. Date:
08/05/2010
Publisher:
McGraw Hill LLC
Handbook For Writing Proposals / Edition 2

Handbook For Writing Proposals / Edition 2

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Overview

What makes a winning business proposal? It highlights your skills and services, meets your client's needs, and clearly sets you apart from the competition.

Since 1995, Handbook for Writing Proposals has helped thousands of professionals develop winning proposals. This exceptional handbook guides you through the unique nine-step proposal-writing process from the initial RFP to the client presentation. In this revised and updated version, the authors show you how to:

  • Choose the RFPs that give you the best chance of success
  • Showcase your company's skills and services
  • Set realistic time/cost schedules and budgets
  • Avoid the mistakes that sink most proposals
  • Build client relationships that bring you repeat business
  • Tailor your writing for an international business audience

The second edition also offers you a wealth of downloadable forms and checklists that you can adapt for your own proposal-writing process.

Whether you own your own business, need to train your corporate staff, or simply want to improve your skills, Handbook for Writing Proposals, second edition will show you how to profit from every proposal you write.

Praise

This book guides you through the process of creating the best impression of your sweat equity to your customer. Whether you need to polish up and improve every aspect of the proposal or just certain elements, this book will fill the need. Remember, the economics of gain only occur when a customer feels you’ve fulfilled a need and created value.
Paul V. Baron, President, In-Store Bakery Division, The Quarter Oats Company

Handbook for Writing Proposals offers a wealth of down-to-earth, practical guidance on all phases of proposal writing. The book is well organized and full of concrete ideas that are easy to include in real-life situations. The sample letters, checklists, budgets, and proposals are extremely valuable. This book is a great resource for anyone whose success depends on convincing others through the proposal process.
Richard M. Sawdey, Former Vice President and Secretary, R. R. Donnelley & Sons Company


Product Details

ISBN-13: 9780071746489
Publisher: McGraw Hill LLC
Publication date: 08/05/2010
Pages: 256
Sales rank: 1,149,885
Product dimensions: 5.90(w) x 8.90(h) x 0.60(d)

About the Author

L. Sue Baugh is the bestselling author of numerous books on grammar usage and writing.

Robert J. Hamper was a professor in the Graduate School of Business at Dominican University and Loyola University of Chicago and is currently a private business consultant.

L. Sue Baugh worked as a senior editor at Booz, Allen & Hamilton, Inc., one of the world's largest management consultant firms, helping consultants develop proposals for industry, government, and nonprofit clients.

Both authors reside in Chicago, IL.

Table of Contents

Introduction v

1 Where to Begin 1

Opportunities and Pitfalls 3

Types of Proposals 4

Four Key Questions 6

Your Planning Process 6

Locating New Business 10

Which Jobs to Target 13

When Not to Write a Proposal 15

Characteristics of a Winning Proposal 16

2 9-Step Proposal Process: An Overview 19

9-Step Proposal Preparation and Writing Process 22

Step 1 Bid/No-Bid Analysis and Decision 24

Step 2 The Proposal Team 24

Step 3 RFP Analysis 24

Step 4 Preparation Schedule 24

Step 5 Assignment of Tasks 25

Step 6 Development of Program Design 26

Step 7 Development of Front Matter and Executive Summary 26

Step 8 Producing the Proposal 27

Step 9 Client Presentation 28

3 Selecting the Bid and Choosing the Proposal Team 31

Step 1 Bid/No-Bid Analysis and Decision 33

Step 2 The Proposal Team 39

Where to Look for Market Information 44

4 Finding Your Unique Selling Point 53

Step 3 Detailed RFP Analysis and Your USP 55

Step 4 Preparation Schedule 70

Step 5 Assignment of Tasks 70

5 Developing Your Program Design 77

Step 6 Program Design-The Heart of Your Proposal 79

Your Compliance with the RFP 80

Three Parts of the Program Design 81

Appendixes in a Proposal 105

Summary of a Winning Program Design 106

6 Writing the Front Matter and Executive Summary 109

Step 7 Front Matter and Executive Summary 111

The Front Matter 111

The Executive Summary 120

Common Errors 130

Executive Summary Checklist 131

7 Producing Your Proposal 133

Step 8 Proposal Production 134

Criteria for Using Graphics instead of Words 137

Using Tables and Graphics Effectively 139

Designing Tables and Graphics 144

Final Checklist 153

8 Making Client Presentations 155

Step 9 Presenting the Proposal to the Client 156

Planning Steps 157

Organizing the Presentation 161

Practicing the Presentation 165

Survival Tips 169

Checklist for Client Presentations 173

Appendixes

Appendix A Sample Executive Summary 175

Appendix B Sample Proposal 181

Appendix C Sample Résumé Boilerplates 201

Appendix D Brief Guide to International Business English 215

Appendix E Frequently Confused Words 229

Appendix F Frequently Misspelled Words 237

Index 243

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