Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale and Persuading the Boss [Paperback]

Richard Freed (Author), Joe Romano (Author)

Book Description

Publication Date: April 16, 2003 | ISBN-10: 007139687X | ISBN-13: 978-0071396875 | Edition: 2

Based on the proposal-writing system used at A. T. Kearney and KPMG Peat Marwick, this book features work sheets and other tools for moving "buyers" from concept to acceptance. Thoroughly updated, the second edition includes many new examples and scenarios, chapters on fees and collaboration, and new sections on "voice" and presentation.

Editorial Reviews

From Library Journal

The authors, who work with A.T. Kearney and KPMG Peat Marwick, offer their particular method of training consultants to write proposals. They clearly distinguish proposals from internal reports: proposals don't have an answer but seek to sell a service to find an answer. The strengths of this title are its practicality, logical development, and detail. It points out trouble spots such as clients who don't know what they want or organizations with conflicting goals. It offers specific language for specific kinds of proposals, e.g., identify and compare for a market survey; develop and recommend for a planning project. The features that make it useful for teaching in a corporate or academic setting include reviews and summaries, checklists and worksheets, and a real-world case study. Unfortunately, like similar works, it invents its own jargon (hot buttons, PIP, SI) and takes swipes at English teachers. It is more thorough and realistic than many similar titles, however, and may be of interest to business collections and technical writing programs.?Nancy Shires, East Carolina Univ., Greenville, N.C.
Copyright 1995 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

From the Back Cover

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? Writing Winning Business Proposals, Second Edition, gives you the skills, tactics, and strategies you need to write outstanding proposals that will win new clients, make big sales, or convince your boss that your idea will revolutionize the company. 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.

This fully updated new edition features dozens of new examples and scenarios. You'll also find insightful new chapters on determining your fees and collaborating to improve your chances of winning as well as tips for creating a persuasive "voice" in your proposal. Writing Winning Business Proposals, Second Edition provides all the tools and expertise you need to:

• Understand the baseline logic to determine your buyer's desired results
• Construct a logical methodology for achieving those results
• Reconcile different perspectives across multiple buyers
• Crystallize and develop key messages and themes
• Weave messages and themes throughout your proposal

See all Editorial Reviews

Product Details

• Paperback: 288 pages
• Publisher: McGraw-Hill; 2 edition (April 16, 2003)
• Language: English
• ISBN-10: 007139687X
• ISBN-13: 978-0071396875
• Product Dimensions: 8.9 x 6 x 1 inches
• Shipping Weight: 14.4 ounces
• Average Customer Review: 4.1 out of 5 stars  See all reviews (17 customer reviews)
• Amazon Best Sellers Rank: #845,859 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

36 of 39 people found the following review helpful:

4.0 out of 5 stars Decent & Recommended Book, September 13, 1999

By A Customer

This review is from: Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss (Paperback)

The book takes you through a step-by-step methodology for creating a business proposal. It focuses on meeting the clients needs to create a winning proposal. It lacks a convincing example that could go with the current market requirements.The templates for creating the proposal are a good help and I would recommend this book to new and seasoned proposal writers.

22 of 24 people found the following review helpful:

5.0 out of 5 stars Best Business Book I've Read, May 30, 2000

By A Customer

This review is from: Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss (Paperback)

This is an outstanding instructional on how to create effective communications, particularly with clients/customers. It is aimed at consultants, but really applies to communications broadly--whether you're presenting a proposal to a prospective client, or trying to convince your boss to give you a raise.

It takes the essence of Barbara Minto's "pyramid principle" of organization and adds to it audience evaluations, audience perspectives, and general guidance on how to make your communication well-received. It highlights common assumptions and errors on the part of any author, and truly makes a writer put him/herself in the shoes of the audience.

It's an easy read at a bargain price, and I've recommended it to everyone with whom I work. Well worth the price!

8 of 8 people found the following review helpful:

4.0 out of 5 stars Like Eating Your Vegatables..., July 23, 2003

By A Customer

Amazon Verified Purchase

This review is from: Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss (Paperback)

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+.