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

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

by Alan Weiss


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Product Details

ISBN-13: 9781118097533
Publisher: Wiley
Publication date: 11/29/2011
Pages: 224
Sales rank: 1,284,449
Product dimensions: 6.00(w) x 8.90(h) x 0.80(d)

About 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."

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Table of Contents

Acknowledgments ix

Introduction xi

Chapter 1 Business Vows: What Is a Proposal and Why It IsNecessary 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 PrepareYourself 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: TheMillion 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 FillOut 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 toThunderbird: 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: WeDon’t Anticipate a Crash, But There Are Some Things You Oughtto Know 171

What to Do With Requests for Delays Based on Time and Money171

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

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Million Dollar Consulting Proposals: How to Write a Proposal That's Accepted Every Time 4 out of 5 based on 0 ratings. 1 reviews.
1000_Character_Reviews More than 1 year ago
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.