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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.
This edition of Persuasive Business Proposals has been thoroughly revised to reflect changes in the world of work that affect proposal writing and, more important, to incorporate lessons I have learned from working with some wonderful clients.
The basic principles of persuasion have remained consistent from the first edition onward, but thanks to insightful client feedback I have developed more effective ways to explain those principles. For example, the NOSE pattern that I present in Chapter 5 is an important instance of finding a simpler, more memorable way to communicate the key concept of persuasive structure. Likewise, the characterization of bad writing into the four categories of Fluff, Guff, Geek, and Weasel—an idea that I first presented in The Language of Success—has proved so popular in workshops and speeches that I decided to bring it to Persuasive Business Proposals, too.
The use of technology has exploded, moving us from the local area network to the cloud, and by collaborating with clients who are themselves at the forefront of information management I have learned how to use that technology to make the proposal writing task easier. I feel extremely fortunate to have the opportunity to work with proposal experts at Microsoft, Cisco, CIBER, Booz Allen, Thomson Reuters, Qvidian, and other leading high-tech firms. Technology can transform the way we work, as evidenced by the rise of virtual proposal operations on a global scale in recent years. But technology can also exert new pressures on the bidding process and the proposal writer, too. I have tried to address these new realities in this edition.
Excerpted from PERSUASIVE BUSINESS PROPOSALS, 3rd Edition by Tom Sant. Copyright © 2012 by Tom Sant. Published by AMACOM Books, a division of American Management Association, New York, NY. Used with permission.
All rights reserved. http://www.amacombooks.org.
Posted September 1, 2006
The managers of most corporations and nonprofits do not understand or appreciate the process of writing proposals and grants, yet developing this skill can be the gateway to winning large contracts and substantial funding. In his practical handbook, author Tom Sant demystifies this important task, providing details about almost every aspect of the process, both pre- and post-award. He elaborates upon the materials you should include and lists mistakes to avoid. This book seems to have a good handle on increasing your success rate if you bid on contracts or apply for philanthropic funding. Therefore, we recommend it to public- or private-sector managers who respond to Requests for Proposals (RFPs), write bids for contracts or prepare grant proposals.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted January 6, 2011
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