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Million Dollar Consulting Proposals: How to Write a Proposal That's Accepted Every Time Paperback – November 29, 2011

4.3 out of 5 stars 28 customer reviews

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Editorial Reviews

From the Back Cover

The bestselling author of Million Dollar Consulting shares the secrets of writing winning proposals

Million Dollar Consulting® Proposals forever ends the time-consuming and often frustrating process of writing a consulting proposal. Weiss offers step-by-step advice on the essential elements of a million dollar consultancy, including the nine key components of a Million Dollar Consulting proposal structure and the Golden Rules for presenting it. You'll also learn how to get past the goblins at the gate, establish trusting relationships, and time your follow-ups with precision. Acquire the skills to effectively deal with legal departments, secure retainers, and constantly hone your technique.

Alan Weiss's expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal.

"Where other consultants complicate and jargon-ize, Alan provides simple, counterintuitive common sense. He poses basic questions (like 'What is a proposal?') that we think we know the answer to only to find out that we don't. There is no denying the unmistakable rationale that pervades the principles laid out in this book. Yet so many of us do not follow these principles because of bad habits we have picked up over time. Alan's advice helped us build growth and value in our business and sustain it over many years. The advice contained in this book will help many others do the same."—Dr. Joe Zammit-Lucia, artist, author, entrepreneur, and founder and President ofWeb of Life Foundation (www.wolfoundation.org)

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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Product Details

  • Paperback: 212 pages
  • Publisher: Wiley; 1 edition (November 29, 2011)
  • Language: English
  • ISBN-10: 111809753X
  • ISBN-13: 978-1118097533
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 7.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (28 customer reviews)
  • Amazon Best Sellers Rank: #90,861 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback Verified Purchase
This is the new version of Alan's book on proposals. While it is an extremely useful resource (that I keep right on my desk within arms reach at all times and even take it with me when I go on client meetings 'just in case'), it's not as good as the original version of the book.

If you can, try to get the older version as I believe it is better worded with more examples and overall more useful content. This new version is slimmed down from that. Even so, I find this book extremely, without a doubt, very very useful.

Most of us consultants, freelancers, business owners have our own certain way of writing proposals. That's fine. But if you're not closing 80%+ of your proposals you're doing something wrong. It is thanks to this book (and the original version of this book) that I close almost all my proposals and have a check in hand within a day (or even the same day!).

You will get a new way of viewing proposals. And really in a much better light than most of us are used to viewing proposals. In essense, it's all about giving the prospect options they can chose from. Of course that's just a small part of it, and Alan goes into detail on a lot of the finer points.

From approaching the prospect, to layout out the proposal, to what's in it, how to structure it, what to put it and what not to and follow-up.

A must have for anyone doing anything remotely related to selling anything. And yes, even if you don't 'sell' directly you will need to sell yourself one day (job interview) and knowing how to write a document this well will be helpful.
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Format: Paperback Verified Purchase
This is the new, improved and most notably, much cheaper version of his previous book, How to Write a Proposal That Gets Accepted Every Time. The book provides the skeleton of a proposal process that is simple and quick. After implementation, I haven't seen a significant uptick in acceptances. However, I have dramatically cut down on the time it takes me to put one together (from about 3 hours to about 1 hour tops). I also recommend his value priced fees book. It's a good read, but hard to implement in reality.
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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.
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These books are basically 2nd tier, in that they take points addressed in decent detail in "Million Dollar Consulting", "The "Consulting Bible", and "Getting Started in Consulting", books I have rated as 5 stars and still do, and expand upon them. This expansion seems more to get enough material to write a new book, than to provide a lot more value-added material. I don't view them as a waste of money, because the expanded information provides additional supporting information from the author's viewpoint. But most of us are able to arrive at similar conclusions by thinking about the points in his highly rated books above, rather than gaining any new or major benefits from "fill in the blank" excercises, added tables, charts and experiences. For the beginning consultant, these may fill more of a need than I saw.
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Not finished reading yet. It is a really great book for any coaching or consulting business. He teaches you step by step how to close a proposal and the most important idea I took so far is thinking of your service in the term of value versus paid by the hour. I highly recommend! Easy to read and understand.
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Format: Kindle Edition Verified Purchase
Thank you for helping me realize I am way undervaluing my services!

When I read the book, I thought no way can I charge more than I do.

After writing the first proposal, I realized I am way undervaluing what I do!

And, I am going to bid on value, not on $123/Hr rates.

You are correct too about mega big billing machines - All Bills, No Benefits!
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This is a great book on proposal writing. Want to learn how to bypass the RFP process, read on.

Alan presents a strong clear path to build a solid relationship with your prospect so that your proposal is short (simply a summary of the things you've agreed on already) and of high value tied to the actual value you have found for the client.
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This is the fourth book by Weiss that I have read and found it to be some of the best advice I have received in my shot time in the consulting field. The proposal strategies are right on point and I have a higher degree of confidence when submitting a proposal to a client. Well worth your time and great tool that will provide payback in a short period of time.
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