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Editorial Reviews
Cathie Kennedy, Principal Consultant The Australian Institute of Management
"This book is an essential tool for all professionals and organizations who are required to submit written proposals to win sales and contracts. Application of the principles presented in the book will result in a significant increase in proposal/close ratios.
"This book is an essential tool for all professionals and organizations who are required to submit written proposals to win sales and contracts. Application of the principles presented in the book will result in a significant increase in proposal/close ratios.
"In today's business world, whether within a service, manufacturing, or government environment, "successful selling" is critical to survival. This book is a 'step-by-step' guide to developing customized winning sales proposals, which integrates a consultative sales process with the development of a strategic proposal. It identifies the characteristics of a winning strategic proposal and guides readers in developing consultative relationships with potential buyers. Obtaining critical qualitative and quantitative information is required to demonstrate an understanding of how the 'product' will add value to current strategies, the financial impact of the seller's product, and the critical decision-making tools used by top management.
"The approach recognizes and reflects the realities of today's team-based selling and buying process that buyers need to make informed comparisons between competitors and options.
"This book provides numerous relevant examples to help readers integrate and apply the principles presented to their specific work environments. The emphasis placed on early and ongoing involvement of the buyer in the proposal development process will ensure the proposal clearly identifies and demonstrates not only the value added benefits of the product, but also the capacity of the seller to uniquely deliver on the contract."
Dr. William L. Cron, Professor of Marketing Edwin L. Cox School of Business, Southern Methodist University
"Strategic Proposals is an immediately understandable and applicable book both for seasoned veterans and novice account managers. A clear overall structure for proposals is offered with detailed recommendations. For the skeptics a clearly stated logic for each recommendation is offered. Perhaps its greatest strength, however, is its use of stories and real cases to communicate how to develop successful proposals. You will find this a useful book and your customers will certainly agree."
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Citations
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5
books
cite this book:
- Buyer-Approved Selling: Sales Secrets from the Buyer's Side of the Desk (The Approved Series) by Michael Schell on page 94
- ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle by Michael Nick on page 176
- The Customer Approved Small Business: Success Secrets For Developing Your Small Business (Approved) by Michael Schell on page 85
- Management of Technology : Managing Effectively in Technology-Intensive Organizations by Hans J. Thamhain on page 342
- Escaping the Black Hole: Minimizing the Damage from the Marketing-Sales Disconnect by Robert J. Schmonsees on page 168