How To Write A Proposal That's Accepted Every Time [Paperback]

Alan Weiss (Author)

Book Description

Publication Date: June 1, 2003

Here's the guide you've been looking for -- written by a successful consultant who has himself written hundreds of winning proposals. In this easy-to-read, easy-to-follow book, consultant Alan Weiss takes you step-by-step through the proposal process from definitions, objectives and essential preparation techniques...through the actual structuring and writing process...and on to the all-important client follow-up. How to Write A Proposal That's Accepted Every Time shows you how to acquire the information that creates winning proposals in collaboration with the buyer. "That's the key to proposal acceptance," says Weiss, "Collaboration with and agreement by the client prior to anything being committed to paper." In this practical guide you'll learn how to -- Avoid gatekeepers and deal only with the economic buyer (the person who can cause a check to be signed); Establish boundaries and avoid "scope creep."; Effectively convey the value of the project; Frame your intervention in terms of outcomes rather than cost; And much more. Let this detailed, how-to guide lead you to consulting success, before, during and after the proposal process! Book & CD

Editorial Reviews

Review

"I love how you apply solid business principles over and over and give great examples..." -- Cynthia D'Amour, Consultant

About the Author

Alan Weiss, Ph.D., has been a consultant for more than 25 years. His firm, Summit Consulting Group, Inc., has worked with clients that include Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Bank, Coldwell Banker and over 100 similar organizations around the world. His "real-world" seminars are sell-out favorites with consultants everywhere. He is the author of the best-selling Million Dollar Consulting as well as eight other books, and over 400 articles.

Product Details

• Paperback: 183 pages
• Publisher: Kennedy Information; 2nd edition (June 1, 2003)
• Language: English
• ISBN-10: 1932079114
• ISBN-13: 978-1932079111
• Product Dimensions: 10.9 x 8.4 x 0.6 inches
• Shipping Weight: 1.4 pounds
• Average Customer Review: 4.5 out of 5 stars  See all reviews (11 customer reviews)
• Amazon Best Sellers Rank: #1,680,741 in Books (See Top 100 in Books)

More About the Author

Alan Weiss: Biographical Sketch

Alan Weiss is one of those rare people who can say he is a consultant, speaker and author and mean it. His consulting firm, Summit Consulting Group, Inc. has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times, and over 400 other leading organizations. He serves on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, and the Newport International Film Festival.
His speaking typically includes 30 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John's, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business. He has held an appointment as adjunct professor in the Graduate School of Business at the University of Rhode Island where he taught courses on advanced management and consulting skills. He holds the record for selling out the highest priced workshop (on entrepreneurialism) in the 21-year history of New York City's Learning Annex. His Ph.D. is in psychology and he is a member of the American Psychological Society, the American Counseling Association, Division 13 of the American Psychological Association, and the Society for Personality and Social Psychology. He was recently appointed to the Board of Governors of Harvard University's Center for Mental Illness and the Media. He has keynoted for the American Psychological Association on two occasions.
He is a 2006 inductee into the Professional Speaking Hall of Fame' and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world
His prolific publishing includes over 500 articles and 25 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill). His newest is The Million Dollar Consulting' Toolkit. His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into German, Italian, Arabic, Spanish, Russian, and Chinese.


He is interviewed and quoted frequently in the media, and is an active member of the American Federation of Television and Radio Artists. His career has taken him to 54 countries and 49 states. (He is afraid to go to North Dakota.) Success Magazine has cited him in an editorial devoted to his work as 'a worldwide expert in executive education.' The New York Post calls him 'one of the most highly regarded independent consultants in America.' He is the winner of the prestigious Axiem Award for Excellence in Audio Presentation.
In 2006 he was presented with the Lifetime Achievement Award of the American Press Institute, the first-ever for a non-journalist, and one of only seven awarded in the 60-year history of the association.
He has coached the former and present Miss Rhode Island/Miss America candidates in interviewing skills.
He once appeared on the popular American TV game show Jeopardy, where he lost badly in the first round to a dancing waiter from Iowa.

Customer Reviews

Most Helpful Customer Reviews

36 of 36 people found the following review helpful:

5.0 out of 5 stars Use this book to make money today!, June 4, 2004

By 

Barry Banther CMC,CSP (Tampa, Fl) - See all my reviews

This review is from: How To Write A Proposal That's Accepted Every Time (Paperback)

I was skeptical. How could one book be worth over $100? And how could Alan Weiss tell me how to write proposals to my unique clients? It has been almost one year since I asked those questions...If I knew then what I know now, I would have paid a $1000 for this book! Here are the facts,when I first started using Alan's proposal templates my closing ratio went down from approximately 90% to 75%. BUT my consulting engagment fees went UP OVER 100%. Now, I have learned to avoid clients who don't value my work and my closing ratio has gone back to about 90% at almost double the value to me! But that is not the biggest benefit, through this book I learned how to get paid in advance...before I ever begin the project. Prior to using Alan's models I was never paid in advance, now 40% of my clients are paying me a much higher fee and paying it in advance.

I no longer have this book. I took the pages apart and filed the proposal templates according to my client base and instructed my client services manager to never deviate from these templates.

There are many books that have helped me think more critically, solve problems quicker and speak more effectively...BUT nothing has helped me increase my consulting revenue like this one by Alan Weiss.

24 of 25 people found the following review helpful:

5.0 out of 5 stars 6710% ROI, July 28, 2004

By 

Tim Kilroy (Arlington, MA United States) - See all my reviews
(REAL NAME)   

This review is from: How To Write A Proposal That's Accepted Every Time (Paperback)

I have been a huge fan of Alan's for years. And I didn't buy this book because of its high price for years. Well, then I broke down and bought it. Used in conjunctions with Alan's other strategies, this book landed me a $100,000 deal. When I asked what made the difference, they said, "The proposal." Enough said. Buy it. Use it. Profit from it.

10 of 10 people found the following review helpful:

5.0 out of 5 stars How to Write a Proposal That's Accepted Every Time - You Need This Book!, December 17, 2005

By 

Deb Potter (Tulsa, OK USA) - See all my reviews
(REAL NAME)   

This review is from: How To Write A Proposal That's Accepted Every Time (Paperback)

I purchased this book earlier this year. While we don't often submit written proposals, we used the techniques to close over $200,000 in business in the first few months.

Then, mid-year we had four different opportunities to submit written proposals. I used the checklists and templates to craft winning proposals. We actually decided not to do business with one client after working through the proposal. The other three proposals were accepted. The three written proposals were worth $417,000.

I'd say my $149.00 investment had a huge ROI and will continue to do so.

This book is a MUST HAVE for new and seasoned consultants. Alan gives the best information you can find. He gives you practical and applicable information based on his own model of success. Also read The Million Dollar Consultant...unless you're not interested in succeeding as a consultant.