Writing Winning Business Proposals

Writing Winning Business Proposals

Richard C. Freed, Shervin Freed, Joseph D. Romano

Language: English

Pages: 320


Format: PDF / Kindle (mobi) / ePub

Winning proposals that turn prospects into clients

Based on the proposal-writing system used at A.T. Kearney and KPMG Peat Marwick, Writing Winning Business Proposals features proven strategies, along with worksheets and other tools that clearly show clients what they want and will easily seal the deal.

Thoroughly updated, the third edition offers general guidelines that apply to all business proposals making this the must-have proposal-writing book to have on hand.

Writing Winning Business Proposals features:

Winning formula from top consultants proven to work for any proposal
Complete step-by-step process, walking you through all the difficulties
Up-to-date, user-friendly redesign with new worksheets and charts
Updates on fees and collaboration
If you're seeking approval for projects, or want a client to buy, invest or do something, Writing Winning Business Proposals is the reference you need to get you to get them to do what you want.

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to South and Southwest. Internationally? (Unknown) red ‡ Strategic direction: Unknown red ‡ Experience with your competition: Has worked with one of our major competitors (name unknown) and with two boutiques, all of which have done good work for ABC and have been asked to bid. red FIGURE 3.20 ABC Logics Worksheet, Cell 1, completed Finally, you yourself are unaware of who among your competitors ABC has used before, and nothing in Gilmore’s notes helps you complete this part of Cell 1. The

must distinguish between actions and activities. When you take your car in for repairs, you want your mechanic to perform two very different kinds of tasks. First are those actions directly related to achieving your objective of fixing or maintaining your car. These are the hands-on procedures to diagnose and solve the problem. Second are the kinds of tasks related to planning and communicating. These activities might involve the mechanic calling you when the car is fixed or calling you if the

don’t make any difference, and show you where to set dynamite charges to get rid of the really bad ones.” Now the internal consultant asked me for a copy of all this in advance, so I sent him a letter, giving him the philosophy of what we were trying to do. Word by word, I explained that whole last cartoon. At the meeting, I flipped through the charts and when I came to the last one, I said, “It’s sort of like icebergs,” and then paused. Suddenly, the internal consultant said, “Yes, as a matter

particular moment. You figuratively put on a different hat, a different framework for thinking, and then everyone plays the role defined by that hat. In this way, individual egos are protected because everyone is wearing the same color hat. The hats allow you to think and say things that you might not otherwise think and say. They are a liberating device. In deBono’s model, the green hat represents new ideas, new concepts, new perceptions. It encourages the deliberate creation of new ideas,

“kitchen,” “living room,” and “bathroom.” A slot for “home office” is also possible, but probably not for “boardroom” or “conference room,” since such spaces typically are not found in residences. Therefore, you don’t expect to find a boardroom or a conference room in someone’s house. You also have schemas for different kinds of texts, and these schemas create expectations. In a novel, for example, you expect character and plot and setting. In a particular type of novel, such as a spy novel, you

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