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

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


Epub Book: 1862 kb. | Fb2 Book: 1393 kb.

Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss. 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 Are your business proposals good, but perhaps not good enough?

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

Richard C. Appendices: proposal opportunity at ABC company, a division of Consolidated Industries a case study ten questions for proposal writers worksheets the completed proposal - the tex. ONTINUE READING.

What makes a winning business proposal? It highlights your skills and services . This exceptional handbook guides you through the unique nine-step proposal-writing process from the initial RFP to the client presentation.

What makes a winning business proposal? It highlights your skills and services, meets your client's needs, and clearly sets you apart from the competition. Since 1995, "Handbook for Writing Proposals" has helped thousands of professionals develop winning proposals.

Registered as business seller Shervin Freed is a former partner at A. T. Kearney and continues to consult. Writing Travel Guide. Writing & Usage Guides Books. Paperback School Textbooks & Study Guides.

Registered as business seller. Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, and Persuading the Boss by Richard C. Freed, Shervin Freed, Joe Romano (Paperback, 2003). Pre-owned: lowest price. Shervin Freed is a former partner at A. Joe Romano is a Kearney management consultant and a partner in charge of worldwide training and development. Country of Publication. Paperback Fifty Shades Freed Books.

Richard Freed, Joe Romano. This title offers the faster, easier way to write persuasive, successful proposals every time. A great proposal will clinch the deal; a poor one will kill it - which would you rather write?

Richard Freed, Joe Romano.

Freed's book is written toward business applications. These two books are designed to work in two completely different arenas. As an experienced proposal writer and consultant, I believe it's the best book on writing business proposals. It's truly innovative, and it offers wonderful strategies for winning contracts in highly competitive business environments. Published by Thriftbooks

Richard C. Freed; Shervin Freed; Joseph D. Writing Winning Business Proposals deserves the attention not only of all who write proposals but also all who teach rofessional writing. Certainly the best treatment of audience analysis that we have, and hands down the best treatment of proposal writing on the market. This book is required reading for teachers, writers, and executives. Charlotte Thralls, Professor of Rhetoric, Iowa State University. About the Author: Richard C. Freed is a trainer with A. Kearney Professional Development.

Feel free to highlight your book. Free shipping on rental returns. 21-day refund guarantee Learn more. Popular items with this book. You'll get a client's-eye view of what makes a great proposal and master the steps of a battle-tested and proven proposal development process. Every textbook comes with a 21-day "Any Reason" guarantee. Published by McGraw-Hill Ryerson, Limited.

Writing winning business proposals: your guide to landing the client, making the sale, persuading the .

Writing winning business proposals: your guide to landing the client, making the sale, persuading the boss. New York: McGraw-Hill, 1995. Bovée, Courtland, and John Thill.

com's Richard C. Freed Author Page. Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss Jan 1, 1995. by Richard C.

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 chapters end with a Work Session, based on an actual case study, making the book a self-contained workshop. And whenever you need guidance in a hurry, you can simply consult the handy Chapter Reviews for an instant overview.Your goal is to prepare logical and persuasive proposals. Writing Winning Business Proposals will help you achieve that goal.

Comments: (7)

Jaberini
My colleague had been recommending this book to me for about a year and I had never gotten around to reading it, but once I did, I regretted not having read it sooner. I won't say this was an easy book to read because it is so meaty. It requires study and discipline to go through the steps laid out in the approach. I've completely changed the way I think through new business opportunities and the way I write proposals. Since I read this book several months ago, I've won all but one opportunity I proposed on using Freed's approach and the only reason I lost one, is that the client decided not to pursue the project at all. I highly recommend this book.
Kardana
I've used this book in my proposal writing classes for years. As the previous reviewer says, the book is written in a glad-handing style that probably has to do with its primary audience, businesspeople who are worried about writing proposals. But get past that and you find a solid, complex method for multidimensional audience analysis.

The book is in two parts. In the first, Freed discusses audience analysis - not the simplistic kind of audience analysis we often get in introductory writing courses, but a complex kind that helps you see your audience as composed of stakeholders who don't necessarily have the same background, goals, or criteria. Freed breaks down this process expertly, using worksheets to help you track the complex moving pieces of the proposal. By the end of the first section, you should have a good understanding of the dynamics and you should be able to identify and weight criteria that your audience might not even be able to name.

In the second part, Freed takes you through the steps of developing a proposal based on these worksheets. Freed is interested in argument structure and layering persuasion here, and his process allows you to make sure that your argument is coherent, consistent, and responsive to complex audience concerns throughout. One key insight Freed emphasizes is that most people won't read the whole proposal - some may be asked to just read the methods, the budget, or the benefits, for instance. So it's critical to ensure that the basic argument shows up in any given section. (It may help to think in terms of fractals here.) In my experience, students quickly generate decent proposals if they've taken the time to do the worksheets.

Even though I've given the book five stars, it's not perfect. But it's far and away the best expression of deep, multidimensional audience analysis I've seen in a textbook. If you're interested in writing persuasive proposals, take a look.
Kale
This book is really good for you... just like eating your vegatables. Unfortunately, its not easily digested. This book provides a great method of preparing strategic proposals. The method is largely based on the Mento "Pyramid Principle" a book which is itself not an easy read (however, it is required reading at McKinsey, BCG, and other major strategy consulting firms. This fact should tell you instantly just how powerful a concept it is). However, if you're willing to hold your nose and chew slowly (I'm not willing to give up on the "eat your vegatables" analogy just yet), you and your proposals will be much more competitive. Since the book is far from an easy read, I'd suggest that you tackle it chapter-by-chapter with some time for rest and contemplation in between (divide it into "bite-sized" pieces, in other words). If you're looking for fast-food proposal fair, I'd like to suggest Robert Kantin's "Proposal Kit For Dummies" which, despite the title, is a terrific book on proposal writing for professionals -- particularly consultants. Overall grade: A-/B+.
Kemath
This is a first class book. Written by people who worked in high level positions where short cuts were out of the question. In my mind, there are 2 kinds of books that I would qualify as advisory or "how to" books. The first group usually means well, can contain some good ideas and suggestions but tends not to set a specific methodology with a very high standard. Then there are the books such as this one: people who have honed a craft from often decades of practical knowledge and experience and have uncovered an actual methodology...something the books in the first group above really do not give you. The difference is the first group leave you weaker at proposal writing and this one should set you up to win most of the time.

This is not a totally easy read: that is why it has so much merit. It lets the reader acquire a mindset that will best prepare him/her to see the proposal process from both sides of the fence: what are the buyers really looking for and how to meticulously go about making this case 100%. By using the process in this book, you should increase your success, income and satisfaction at what you do. And because many times your competition will resort to a less formal approach, you should be in good shape. This book forces you to think very hard about all the angles and will turn you into a professional in your field. I look at it as a one time effort that gives a lifelong advantage.
Dammy
This book is a little like whiskey....sometimes it's not that easy but it gets the job done. I checked this book out at the library and when I finished, I instantly bought my own copy. I've been writing proposals professionally for years and this book completely changed the way I write. Kudos to the author!
Ral
Very few books can change the way that you think about your work, but this is one of them. Writing Winnning Business Proposals is a powerful mix of stimulating thinking models, practical application tools and useful advice about how to combine the two into effecive use of the ideas and methods presented by the authors. My only quibble with the book is it's title; writing poposals is only part of the scope covered. There is a wealth of valuable information about how to think about pursuing clients and work that informs the authors proposal methodology. After nearly a decade of use, I am constantly struck by how often I refer to their basic principles when disucssing clients and opportunities with colleagues.
Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss download epub
Writing Research & Publishing Guides
Author: Shervin Freed,Joseph D. Romano,Richard C. Freed
ISBN: 0070219249
Category: Reference
Subcategory: Writing Research & Publishing Guides
Language: English
Publisher: McGraw-Hill (January 1, 1995)
Pages: 267 pages