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Posted September 25, 2001
Tom Sant has put together one of the single best books on proposal writing. Whether you are responding to a bid request or just designing a basic proposal the book is filled with tips for getting the winning contract. Everything is covered here. There are examples of bad proposals and details of what is wrong with them, examples of how to make your proposal stand out from the others and even a primer on the basics of persuasion. It is well organized and flows well from the beginning to the end of the process not only defining what should be done but why you are doing it. This knowledge gives you the ability to adapt to unusual situations instead of just using a boilerplate method for all your contracts. It even comes with a small but thorough checklist in the appendix to make sure that you have left no stone unturned in creating the proposal. There is however, one point that I would like to have seen added to the book. At the last of the book he emphasizes the importance of editing your proposal. When you are done then read it again as a whole to see that it contains continuity, check it for spelling errors, check it for grammar errors, etc. Read it from front to back two or three times to make sure that you catch everything so that you don¿t lose credibility with your audience. While I agree totally, on long proposals I also start from the back section and read the sections from back to front. Why? As you are rereading for editing your attention to detail tends to decrease and you become more careless after a certain point. Starting from the back sections gives you a chance to read those sections while still fresh. Does it work? Well let¿s take a look at his book itself. No errors jump out at me until page 178 where the word ¿about¿ is spelled ¿abut¿. Well if that is the only problem then he has still done well. Then I got to page 186 where he has an example of a badly worded item. After showing the better wording the book states ¿That¿s a little better, isn¿t it? A little easier to understand the first time through?¿ Obviously he meant to say that it is ¿easier to understand THAN the first time through¿. And then a third error on page 188 where he is discussing the importance of using ¿complement¿ and ¿compliment¿ correctly. But during the discourse he actually spells ¿complement¿ as ¿conplement¿. A perfect discourse that suddenly has three errors within ten pages. This is still a fantastic book on the details of how to write a proposal, things to do, things to avoid, how to persuade, how to focus the proposal or contract, etc. It belongs on the shelf of anyone who writes proposals and contracts or any form of communication, which involves convincing other people to see your position. I even successfully used the information in the book to detail the current status and proposed direction of a mishandled project and was able to win the client back and keep the contract.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted May 31, 2001
Tom Sant's book helped me write better, more client-centered proposals. As a result, I started winning more business. The book is easy to read, with great examples and descriptions that are easy to implement. Sant also has software for automating proposals and RFPs that follow along with the book.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted May 29, 2001
Tom Sant's structure and approach to proposal writing and responding to RFP's has already helped me win more business. BY following his methodology, my proposals are far more persuasive and client-centered. It is a quick read, and gives you more than enough examples and some humor. If you write proposals, this is the book you need. Sant also has award winning software that follows the structure of the book and helps automate the proposal and RFP response process.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.