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

3.5 out of 5 stars 2 customer reviews

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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.

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Product Details

  • Series: PSI Successful Business Library
  • Paperback: 264 pages
  • Publisher: Oasis; 3 Sub edition (March 25, 1998)
  • Language: English
  • ISBN-10: 1555714315
  • ISBN-13: 978-1555714314
  • Product Dimensions: 8.4 x 0.7 x 10.7 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: #4,057,487 in Books (See Top 100 in Books)

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Format: 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.
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Format: Paperback Verified Purchase
Purchased when heavily involved in management, and performance on government and commercial technical proposals. Provided some help and insight.
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