Proposal Development: How to Respond and Win the Bid (PSI Successful Business Library) [Paperback]

Bud Porter-Roth (Author)

Book Description

Series: PSI Successful Business Library | Publication Date: March 25, 1998

A practical step-by-step guide to putting together a proposal, submitting it, and following-up to clinch the deal.

Editorial Reviews

From the Publisher

Orchestrates a successful business proposal from preliminary planning to clinching the deal. Shows by explanation and example how to determine what to include; create text, illustrations, tables, exhibits, and appendices; how to format (using either traditional methods or desktop publishing); meet the special requirements of government proposals; and set up and follow a schedule. --This text refers to an out of print or unavailable edition of this title.

About the Author

Bud Porter-Roth has been recognized internationally for proposal writing and management that has resulted in many multi-million dollar contracts. He is the founder of Porter-Roth, Inc., where he consults with government, commercial, and international clients on large-scale technology projects. He has worked on many large proposals for companies like Hewlett-Packard, Grumman Data Systems, Hughes Network Systems, and Martin-Marietta.

He has also served as a proposal manager for Plexus Computers, Tandem Computers, TRW, and Ford Aerospace. A graduate of the University of California at Berkeley, Porter-Roth also writes and teaches seminars on organizing proposals and requests for proposals to sales representatives, systems analysts, and management teams. --This text refers to an out of print or unavailable edition of this title.

Product Details

• Paperback: 264 pages
• Publisher: Oasis; 3rd edition (March 25, 1998)
• Language: English
• ISBN-10: 1555714315
• ISBN-13: 978-1555714314
• Product Dimensions: 10.7 x 8.4 x 0.7 inches
• Shipping Weight: 1.8 pounds
• Average Customer Review: 3.5 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #2,008,877 in Books (See Top 100 in Books)

More About the Author

Mr. Porter-Roth has over 20 years of experience as a consultant, with a focus on electronic document management, records management, and paper document projects. Mr. Porter-Roth participates directly in each engagement providing a hands-on approach to the business process analysis, interviewing users, and writing a final report and recommendation.

Areas of specific expertise include project definition, business process definition, requirements analysis, opportunity cost/benefit and TCO analysis, RFP development and vendor selection, and project quality assurance.

Mr. Porter-Roth has a broad based knowledge of public and private industry having participated in major projects for the IRS, state governments, local county and city governments, and private businesses in the financial sector, retail industry, petroleum industry, and others.

Mr. Porter-Roth keeps current on technologies by attending various technology conferences, speaking at technology conferences, participating on AIIM committees, and working with vendors during client engagements and system implementations.

Additional information can be found on my website:

http://www.erms.com

Customer Reviews

Most Helpful Customer Reviews

5 of 6 people found the following review helpful:

2.0 out of 5 stars Disappointing,... Only for Techies., June 3, 2003

By A Customer

This review is from: Proposal Development: How to Respond & Win the Bid (Psi Successful Business Library) (Paperback)

Really disappointed. We purchased this book for use within our Big Five consulting team. For some reason, we never really used it. When I left to work for a smaller strategy consulting firm, I soon found out why. The book is geared exclusively for software and IT proposals. It is so specific that very little transfers to other uses. Also -- and this is a big negative as far as I'm concerned -- there is very little discussion on the importance of stressing client benefits over product attributes. In fact, the book spends most of its time discussing how to communicate product specifications and implementation processes. Understand, buyers purchase your products and services because they benefit the buyer. Not because they are thrilled with your "gee-whiz" and "whiz-bang" product attributes. They want to know how much will this service save me? how much more profit will I earn? Your proposal is a marketing tool. It must clearly underscore the benefits your customer will derive from the purchase of your product or service over other alternatives. However, you never would have known of the importance of writing the proposal from the client's view after having read this disappointing book.

4 of 6 people found the following review helpful:

5.0 out of 5 stars A note from the author..., September 11, 2002

By 

Bud Porter-Roth "budpr" (Mill Valley, CA United States) - See all my reviews

This review is from: Proposal Development: How to Respond and Win the Bid (PSI Successful Business Library) (Paperback)

The purpose of this book is to provide you with a practical guide to writing and organizing sales proposals - with emphasis on "practical". Instead of discussing salesmanship 101, sales theories, and proposal war stories, this book focuses on developing the materials and a process for writing winning proposals.

This book is useful not only as a writing guide, but as a proposal resource to show management how professional proposals are resourced, managed, and written. These ideas and others are explored in this new edition.