Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts
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With over 40,000 copies sold, the first edition of Persuasive Business Proposals helped many readers construct dynamic, effective proposals. Now in paperback, this fully-revised second edition still gives readers simple, effective techniques for organizing, writing, and delivering proposals while updating the author's winning strategies for today's global business environment. By cutting through the confusion, and providing dozens of real-world examples, this updated version provides step-by-step instructions for crafting value-centered, recipient-specific proposal packages, with all-new discussions on: * How to increase business using new communication channels from e-mail and electronic submissions to PDF, HTML, and others * The Seven Worst Proposal Mistakes illustrated with real-world examples This is an essential book for anyone seeking to win contracts and sell projects. About the Author:Tom Sant (San Luis Obispo, CA) is a world-renowned proposal consultant whose clients range from small entrepreneurial operations to Global 500 companies including General Electric, Microsoft, Lucent, and Accenture. He is the creator of the world's most widely used proposal automation systems: ProposalMaster and RFPMaster. Dallas Morning News a sturdy little book crammed full of suggestions, tips and templates. Mr. Sant lays it out step by step, holding readers' hands until they're comfortable committing to paper.
Section I: Why You Need This Book1. The Challenges You Face 2. A Good Proposal Is Hard to Find Section II: A Primer on Persuasion 3. Why the Intuit Hunt Whales and Other Secrets of Customer Behavior 4. The Structure of Persuasion 5. Developing a Client-Centered Message Every Time You Write 6. Understanding the Customer: The Cicero Principle 7. Establishing Your Credibility Section III: How to Manage the Process and Keep Your Sanity 8. An Overview of the Proposal Development Process 9. Writing from the Right Brain: Getting Your Ideas Organized 10. Presenting a Winning Value Proposition 11. The Structure of the Letter Proposal 12. The Structure of the Formal Proposal 13. Writing Research Proposals and Proposals for Grants 14. Packaging Your Proposals for Success 15. Presenting Your Proposal 16. What to Do After You Submit 17. Writing in the Midst of a Storm: How to Deal with Bad News & Negative Publicity 18. Creating a Proposal Center of Excellence 19. Proposal Metrics — How to Measure Your Success 20. Automating the Process Section IV: Writing to Win 21. Give the Reader a KISS! 22. Word Choice: Six Traps to Avoid 23: Sentence Structure: Maximizing Your Clarity 24. Editing Your Proposal
