Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss

Overview

Are your business proposals good, but perhaps not good enough? One leading management consulting firm recently lost a major project by 5 points out of 1000, one-half of one percent! With the gap between victor and also-ran so narrow, and the stakes so high, your proposal must give you every advantage. Here is the guide that will give you the edge, especially in tough times. The secret is the authors' rigorously systematic yet easy-to-learn method for creating proposals. This method has been proven to win ...
See more details below
Available through our Marketplace sellers.
Other sellers (Paperback)
  • All (28) from $1.99   
  • New (4) from $8.08   
  • Used (24) from $1.99   
Close
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any BN.com coupons and promotions
$8.08
Seller since 2007

Feedback rating:

(87)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

New
1995-01-01 Paperback New Beautiful New Paperback Book with Glossy Finish.

Ships from: Farmerville, LA

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$11.63
Seller since 2010

Feedback rating:

(28)

Condition: New
New York 1998 Paperback Fifth Printing New 0070219257. Unmarked book, no remainder marks; 0.9 x 8.8 x 5.9 Inches; 267 pages.

Ships from: Richmond, VA

Usually ships in 1-2 business days

  • Canadian
  • International
  • Standard, 48 States
  • Standard (AK, HI)
  • Express, 48 States
  • Express (AK, HI)
$50.00
Seller since 2014

Feedback rating:

(164)

Condition: New
Brand new.

Ships from: acton, MA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
$50.00
Seller since 2014

Feedback rating:

(164)

Condition: New
Brand new.

Ships from: acton, MA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
Page 1 of 1
Showing All
Close
Sort by
Sending request ...

Overview

Are your business proposals good, but perhaps not good enough? One leading management consulting firm recently lost a major project by 5 points out of 1000, one-half of one percent! With the gap between victor and also-ran so narrow, and the stakes so high, your proposal must give you every advantage. Here is the guide that will give you the edge, especially in tough times. The secret is the authors' rigorously systematic yet easy-to-learn method for creating proposals. This method has been proven to win business, especially in "complex sales" involving multiple buyers - each bringing different buying criteria to the final decision. Part One of this book shows you how to probe and present the "logics" of a proposal: the logical relationship between the potential client's current situation and desired result. You will learn to ferret out key information (often unwritten and unstated) in order to address the discrepancy between where the organization is and where it wants to be. However, because most people buy for psychological as well as logical reasons, Writing Winning Business Proposals also focuses on proposal "psychologics." Part Two shows you how to assess all members of the evaluation committee, determine their individual "hot buttons," and craft a proposal strategy that has collective appeal. You'll discover new ways to crystallize and develop key proposal messages and themes - and thus convince decision makers that you have heard and understood the issues from their respective points of view. Part Three offers specific strategies for weaving these elements into a web of persuasion. "Just as Beethoven repeated musical themes throughout his symphonies," the authors write, "you want to 'play' your themes throughout your proposal." Because presentation is also crucial, there are effective techniques to help you make your writing, visuals, and page design more powerful and persuasive. To help you experience and practice the book's concepts step by step, most
Read More Show Less

Editorial Reviews

Library Journal
The authors, who work with A.T. Kearney and KPMG Peat Marwick, offer their particular method of training consultants to write proposals. They clearly distinguish proposals from internal reports: proposals don't have an answer but seek to sell a service to find an answer. The strengths of this title are its practicality, logical development, and detail. It points out trouble spots such as clients who don't know what they want or organizations with conflicting goals. It offers specific language for specific kinds of proposals, e.g., identify and compare for a market survey; develop and recommend for a planning project. The features that make it useful for teaching in a corporate or academic setting include reviews and summaries, checklists and worksheets, and a real-world case study. Unfortunately, like similar works, it invents its own jargon (hot buttons, PIP, SI) and takes swipes at English teachers. It is more thorough and realistic than many similar titles, however, and may be of interest to business collections and technical writing programs.Nancy Shires, East Carolina Univ., Greenville, N.C.
Read More Show Less

Product Details

  • ISBN-13: 9780070219250
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 1/1/1995
  • Edition description: Older Edition
  • Edition number: 1
  • Pages: 267
  • Product dimensions: 6.00 (w) x 8.97 (h) x 0.77 (d)

Table of Contents

Preface
Introduction 1
Pt. 1 Proposal Logics 9
1 Understanding Generic Structure Logic 11
2 Understanding the Baseline Logic 18
3 Using a Measurable Results Orientation 49
4 Constructing a Logical Methodology - The Pyramid Principle 56
Pt. 2 Proposal Psychologics 79
5 Analyzing the Buyers 81
6 Selecting and Developing Themes - Determining What to Weave in Your Web of Persuasion 97
Pt. 3 Proposal Preparation 121
7 Writing the Situation and Objectives Slots 123
8 Writing the Methods Slot 142
9 Interlude: Focusing on Persuasion 158
10 Writing the Qualifications Slot 166
11 Writing the Benefits Section 177
12 Summary - The Proposal Development Process 188
Appendix A: Paramount Consulting's Proposal Opportunity at the ABC Company: A Case Study 197
Appendix B: Worksheets 210
Appendix C: Paramount's Proposal Letter to the ABC Company 222
Appendix D: Internal Proposals (Make Certain They're Not Reports) 243
Appendix E: A Few Comments About Writing Effective Sentences (and Paragraphs) 250
Glossary 261
Index 264
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

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

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