Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs-few of which result in new clients or contracts.
Now everyone can dramatically boost their success rate with the third edition of Persuasive Business Proposals. This classic guide explains how to craft compelling messages and powerful proposals that attract prospects' attention and speak to their needs. The new edition includes more valuable information than ever before, including:
* Essential questions for qualifying opportunities
* Ways to "power up" cover letters and executive summaries
* Advice for overcoming "value paranoia"
* Guidelines for incorporating proof into a proposal
* Tips for winning renewal contracts.
Most people find proposal writing to be tedious and time-consuming-and their documents show it. With clear instructions as well as before-and-after samples, Persuasive Business Proposals takes readers step-by-step through a highly effective process for writing customized packages that capture new business.
TOM SANT is a 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.
Contents Preface Section One: Seven Deadly Sins 1:A Good Proposal Is Hard to Find...But It's Worth Looking 2:Recognizing Reality 3:Rushing to the Exit Section Two: A Primer on Persuasion 4:Understanding Persuasion 5:Winning by a NOSE: The Structure of Persuasion 6:Seven Magic Questions: How To Develop a Client-Centered Message 7:Why the Inuit Hunt Whales and Other Secrets ?of Customer Behavior 8:The Cicero Principle:How to Avoid Talking to Yourself in Print 9:Fluff, Guff, Geek, and Weasel: The Art of Saying What You Mean 10:Weaving Your Web: How to Pull It All Together Right from the Start Section Three: The Art of the Part: Where to Put Your Effort 11:Letter Proposals 12: The Structure and Key Elements of Formal ?Proposals 13:Writing the Business Case 14:Recommending and Substantiating Your Solution 15:Persuasive Answers to RFP Questions 16:Presenting Evidence and Proving Your Points 17:Gathering and Tailoring Reusable Content Section Four: How to Manage the Process Without Losing Your Sanity 18:Deal or No Deal?:Qualifying the Opportunity 19:An Overview of the Proposal Development Process 20:The Pursuit of Perfection: ?Editing Your Proposal 21:The Packaging Is Part of the Product 22:Presenting Your Proposal 23:Tracking Your Success 24:Creating a Proposal Center of Excellence 25:Special Challenges Index