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Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts / Edition 3
     

Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts / Edition 3

4.6 3
by Tom Sant
 

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ISBN-10: 081441785X

ISBN-13: 9780814417850

Pub. Date: 04/30/2012

Publisher: AMACOM

Persuasive Business Proposals, 3rd Ed — paperback jacket copy

Writing effective proposals is a vital skill for winning business in today’s economy. Now in a revised third edition packed with up-to-the-minute information and strategies, Persuasive Business Proposals provides you with powerful methods for

Overview

Persuasive Business Proposals, 3rd Ed — paperback jacket copy

Writing effective proposals is a vital skill for winning business in today’s economy. Now in a revised third edition packed with up-to-the-minute information and strategies, Persuasive Business Proposals provides you with powerful methods for crafting compelling messages and winning proposals that speak to your prospects’ needs and establish your firm’s strategic value. With clear instructions as well as before-and-after samples, this classic, bestselling guide shows you how to:

• Organize your content in the most persuasive way possible.

• Develop and deliver individually tailored, client-focused messages every time.

• Structure letters and formal proposals to present a winning value proposition that positions your firm as the ideal solution to clients’ needs.

• Follow up your proposal submission, analyze the client’s decision, and incorporate lessons learned to take better advantage of future opportunities.

Taking you step-by-step through a highly effective process for writing the kind of customized packages that capture new business, the third edition includes all-new ways to “power up” cover letters and executive summaries; advice for overcoming “value paranoia” ; essential questions for qualifying opportunities; guidelines for incorporating proof into a proposal; tips for winning renewal contracts; and much more.

You’ll learn how to boost the clarity of your writing, edit your proposal for optimal impact, and avoid the traps that can undermine even the strongest proposals. And you’ll learn effective strategies for dealing with automated procurement systems.

Your business has a lot to offer and it’s time to make sure your potential customers and clients know it! Packed with new information and invaluable strategies, this is the one guide you need to maximize the effectiveness of your proposals—and win more contracts.

TOM SANT is a well-known sales and proposal consultant, whose clients range from small entrepreneurial operations to Global 500 companies, including General Electric, Microsoft, Wells Fargo, and Accenture. He is the creator of the world’s most widely used proposal automation systems, ProposalMaster and RFPMaster. He lives in San Luis Obispo, California.

Product Details

ISBN-13:
9780814417850
Publisher:
AMACOM
Publication date:
04/30/2012
Edition description:
Third Edition
Pages:
256
Sales rank:
273,198
Product dimensions:
6.00(w) x 8.90(h) x 0.50(d)
Age Range:
18 Years

Related Subjects

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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