Proven Proposal Strategies To Win More Business (Hardcover)

by Herman Holtz (Author) "You use strategies every day in everything you do..." (more)
Key Phrases: Statement of Work, Accurate Electronics, Client County (more...)

Editorial Reviews

Amazon.com Review
As the author of more than 60 books, as well as hundreds of proposals for government and business projects, Herman Holtz knows how to both create such critical documents and show others how to successfully craft them on their own. Proven Proposal Strategies to Win More Business, a complete handbook designed for anyone competing for a contract, outlines his proven step-by-step approach to tackling the development process from start to finish. Real-life examples illustrate how proposals can be transformed into "power-packed sales presentations," while a complete index allows readers to find specific information whenever necessary.

From Booklist
This is truly the thinking person's guide to proposals--that is, developing the strategies needed to obtain some of the $200 billion available from federal agencies (and even more from state and local funders). Best-selling author Holtz more than executes due diligence; he faithfully and earnestly dissects every part of the process, from searching RFPs for clues and keys to determining the inclusions in the front and back matters. He is thorough, clear, and obviously well versed in applying advertising and marketing principles--the "unique selling proposition," in specific--to the art of proposal submissions. Unfortunately, he is dull and repetitious. Few of the samples feature any real information; all tend to be well-disguised case histories. And assimilation of the valuable information that he does present may be nullified by the tedium of reading. Still, good ideas are contained herein. Barbara Jacobs

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Product Details

• Hardcover: 200 pages
• Publisher: Kaplan Business (January 1, 1998)
• Language: English
• ISBN-10: 1574100882
• ISBN-13: 978-1574100884
• Product Dimensions: 9.1 x 5.9 x 0.8 inches
• Shipping Weight: 14.4 ounces
• Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)
• Amazon.com Sales Rank: #1,653,473 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

4.0 out of 5 stars Excellent Book About Obtaining Govt. Business Opportunities, March 25, 2000

By	Gilberto Marquez "gil marquez" (Guaynabo, PR USA) - See all my reviews (REAL NAME)

As a small business development consultant, I have first-hand knowledge about the complexities faced by entrepreneurs wishing to do business with the federal government. I found that this book provides, first of all, organized steps for a business entity to become a federal or state government client. Of special interest is the information about the need for entrepreneurs to seek information about forecasts of federal agencies procurement needs prior to their final publication in the CBD (plan ahead strategy vs. last minute up-the-hill proposal preparation strategy). Another interesting area is the awareness provided about the required e-commerce techniques necessary for businesses to successfully obtain federal contracts. I found that the recommendations and easy-to-follow (at least compared to other similar books) procedures to respond to a RFP the most hands-on sections of the book. Again, the area of federal procurement is very arduous, but with the help of this useful book, the implemetation of the recommended strategies, specially those mentioned above, entrepreneurs (specially small business entrepreneurs) will increase their opportunities to be new Uncle Sam clients. I highly recommend it.