Million Dollar Consulting Proposals: How to Write a Proposal That's Accepted Every Time

( 1 )

Overview

Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposals

Intended for consultants, speakers, and other professional services providers, Million Dollar Consulting® Proposals ends forever the time-consuming and often frustrating process of writing a consulting proposal. It begins with the basics—defining these proposals and why they are necessary—and coaches you through the entire proposal process. In this book, you'll learn how to establish ...

See more details below
Paperback
$16.65
BN.com price
(Save 33%)$24.95 List Price

Pick Up In Store

Reserve and pick up in 60 minutes at your local store

Other sellers (Paperback)
  • All (10) from $14.32   
  • New (8) from $14.32   
  • Used (2) from $16.64   
Million Dollar Consulting Proposals: How to Write a Proposal That's Accepted Every Time

Available on NOOK devices and apps  
  • NOOK Devices
  • NOOK HD/HD+ Tablet
  • NOOK
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK Study
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$13.99
BN.com price
(Save 43%)$24.95 List Price

Overview

Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposals

Intended for consultants, speakers, and other professional services providers, Million Dollar Consulting® Proposals ends forever the time-consuming and often frustrating process of writing a consulting proposal. It begins with the basics—defining these proposals and why they are necessary—and coaches you through the entire proposal process. In this book, you'll learn how to establish outcome-based business objectives and maximize your success and commensurate fees.

From bestselling author Alan Weiss, Million Dollar Consulting Proposals delivers step-by-step guidance on the essential element in creating a million dollar consultancy.

  • Outlines the nine key components to a Million Dollar Consulting proposal structure
  • Presents a dozen Golden Rules for presenting proposals
  • Offers online samples, forms, and templates to maximize the effectiveness of these tools
  • The New York Post calls bestselling author Alan Weiss "one of the most highly regarded independent consultants in America."

Alan Weiss's expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal.

Read More Show Less

Product Details

  • ISBN-13: 9781118097533
  • Publisher: Wiley
  • Publication date: 11/29/2011
  • Edition number: 1
  • Pages: 212
  • Sales rank: 390,722
  • Product dimensions: 6.00 (w) x 8.90 (h) x 0.80 (d)

Meet the Author

Alan Weiss, PhD, is a consultant, speaker, and bestselling author. He has the strongest independent consulting brand in the world and his firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and more than 500 other leading organizations. His prolific publishing career includes forty-five books, some of which have been on university curricula and translated into nine languages. The New York Post calls him "one of the most highly regarded independent consultants in America."

Read More Show Less

Table of Contents

Acknowledgments ix

Introduction xi

Chapter 1 Business Vows: What Is a Proposal and Why It Is Necessary 1

What They Can Do and What They Can’t Do 1

Their Place in Your Business Model 5

Why You Don’t Provide Proposals for Just Anyone 9

The Role of Conceptual Agreement 12

The Concept of Value (Not Time and Materials) 14

Notes 18

Chapter 2 Five Steps Toward Great Leaps: How to Prepare Yourself and the Client 19

Determining the Economic Buyer 19

Developing Trusting Relationships 23

Establishing Outcome-Based Business Objectives 27

Establishing Metrics for Progress and Success 30

Establishing Value and Impact 33

Notes 37

Chapter 3 Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptance 39

Utilizing Mutual, Enlightened Self-Interest 39

Using Guile and Other Art Forms 43

Using Explosives 46

Avoiding Delegation 50

Ensuring Support 54

Note 56

Chapter 4 The Architecture of Successful Proposals: The Million Dollar Consulting® Proposal Structure 57

The Nine Key Components 57

Notes 75

Chapter 5 One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to Beat 77

Speed and Responsiveness 77

Accurate Re-creations 81

Counterintuitive: No Pitch or Promotion 85

To Be or Not to Be (In Person) 89

Defi nitive Dates and Times 93

Notes 96

Chapter 6 Why Bad Things Happen to Good People Who Wait: Moving Mountains 97

How and When to Follow Up 97

What to Anticipate and How to Cope 100

Overcoming Last-Minute Objections 104

Overcoming Legitimate Obstacles 108

Creating a Signature (or Something Else) 111

Notes 114

Chapter 7 First, Let’s Kill All the Lawyers: Shakespeare Really Meant That We Needed Them 115

Dealing With the Legal Department 115

How to Avoid the Legal Department 118

Utilizing Your Own Attorney 122

Effective and Ineffective Compromise 125

The Golden Handshake 129

Notes 133

Chapter 8 The Dreaded RFP (Request for Proposals): Why Fill Out the Truly Boring in Triplicate? 135

The Beauties of Being a Sole-Source Provider 135

How to Massage RFPs so That They Look Like You 139

How to Offer Additional Value 142

How to Use Public Meetings for Leverage 145

When to Run for the Hills 149

Notes 152

Chapter 9 Retainers Are to Projects as Montrachet Is to Thunderbird: The Wonder of Access to Your Smarts 153

The Three Variables of a Retainer 153

The Need to Control Scope Creep and Scope Seep 157

How to Assertively Pursue Renewals 160

How to Stimulate More Retainers 164

Chapter 10 In the Unlikely Event You Need Oxygen: We Don’t Anticipate a Crash, But There Are Some Things You Ought to Know 171

What to Do With Requests for Delays Based on Time and Money 171

What to Do If Rejected 175

How to Improve Your Proposals Constantly 178

How to Maximize Your Successes and Fees 181

When to Stop Writing Proposals 185

Note 187

Virtual Appendix 188

Sample Proposals 189

Index 203

Read More Show Less

Customer Reviews

Average Rating 4
( 1 )
Rating Distribution

5 Star

(0)

4 Star

(1)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing 1 Customer Reviews
  • Posted April 28, 2013

    In Million Dollar Consulting Proposals Weiss continues the work

    In Million Dollar Consulting Proposals Weiss continues the work outlined in Million Dollar Consulting (a bible for solo practitioners). This book provides an in-depth analysis around what constitutes a good consulting proposal. This book is simple to follow and provides an extremely useful framework around writing short, to-the-point proposals that outline the scope of the project, critical success factors, fee options, etc. The truly innovative thing about his outlined proposals is that he purposely avoids all of the legalese that could trap your potential engagement in your client's legal process, but still outlines exactly what is to be done and what each party is responsible for. The book also reviews some of his more important consulting principles such as value-based fees, retainers, conceptual agreement, identifying the real buyer, money-back guarantees, etc. Definitely required reading if you are a solo practitioner looking to improve your proposal acceptance rate.

    Was this review helpful? Yes  No   Report this review
Sort by: Showing 1 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)