Million Dollar Consulting Proposals: How to Write a Proposal That's Accepted Every Time

Million Dollar Consulting Proposals: How to Write a Proposal That's Accepted Every Time
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作者:
出版社: Wiley
2011-11
版次: 1
ISBN: 9781118097533
定价: 273.50
装帧: 平装
开本: 其他
纸张: 其他
页数: 212页
正文语种: 英语
  • BestsellingauthorofMillionDollarConsultingsharesthesecretsofwritingwinningproposalsIntendedforconsultants,speakers,andotherprofessionalservicesproviders,MillionDollarConsulting?Proposalsendsforeverthetime-consumingandoftenfrustratingprocessofwritingaconsultingproposal.Itbeginswiththebasics—definingtheseproposalsandwhytheyarenecessary—andcoachesyouthroughtheentireproposalprocess.Inthisbook,you'lllearnhowtoestablishoutcome-basedbusinessobjectivesandmaximizeyoursuccessandcommensuratefees.FrombestsellingauthorAlanWeiss,MillionDollarConsultingProposalsdeliversstep-by-stepguidanceontheessentialelementincreatingamilliondollarconsultancy.OutlinestheninekeycomponentstoaMillionDollarConsultingproposalstructurePresentsadozenGoldenRulesforpresentingproposalsOffersonlinesamples,forms,andtemplatestomaximizetheeffectivenessofthesetoolsTheNewYorkPostcallsbestsellingauthorAlanWeiss"oneofthemosthighlyregardedindependentconsultantsinAmerica."AlanWeiss'sexpertguidancecanleadyourconsultingbusinesstounprecedentedsuccess,anditallstartswithamilliondollarproposal. AlanWeiss,PhD,isaconsultant,speaker,andbestsellingauthor.Hehasthestrongestindependentconsultingbrandintheworldandhisfirm,SummitConsultingGroup,Inc.,hasattractedclientssuchasMerck,Hewlett-Packard,GE,Mercedes-Benz,andmorethan500otherleadingorganizations.Hisprolificpublishingcareerincludesforty-fivebooks,someofwhichhavebeenonuniversitycurriculaandtranslatedintoninelanguages.TheNewYorkPostcallshim"oneofthemosthighlyregardedindependentconsultantsinAmerica." AcknowledgmentsixIntroductionxiChapter1BusinessVows:WhatIsaProposalandWhyItIsNecessary1WhatTheyCanDoandWhatTheyCantDo1TheirPlaceinYourBusinessModel5WhyYouDontProvideProposalsforJustAnyone9TheRoleofConceptualAgreement12TheConceptofValue(NotTimeandMaterials)14Notes18Chapter2FiveStepsTowardGreatLeaps:HowtoPrepareYourselfandtheClient19DeterminingtheEconomicBuyer19DevelopingTrustingRelationships23EstablishingOutcome-BasedBusinessObjectives27EstablishingMetricsforProgressandSuccess30EstablishingValueandImpact33Notes37Chapter3AvoidingGatekeepers,Intermediaries,andGoblins:AcceptingRejectionandRejectingAcceptance39UtilizingMutual,EnlightenedSelf-Interest39UsingGuileandOtherArtForms43UsingExplosives46AvoidingDelegation50EnsuringSupport54Note56Chapter4TheArchitectureofSuccessfulProposals:TheMillionDollarConsultingProposalStructure57TheNineKeyComponents57Notes75Chapter5OneDozenGoldenRulesforPresentingProposals:SteakandSizzleAreHardtoBeat77SpeedandResponsiveness77AccurateRe-creations81Counterintuitive:NoPitchorPromotion85ToBeorNottoBe(InPerson)89DefinitiveDatesandTimes93Notes96Chapter6WhyBadThingsHappentoGoodPeopleWhoWait:MovingMountains97HowandWhentoFollowUp97WhattoAnticipateandHowtoCope100OvercomingLast-MinuteObjections104OvercomingLegitimateObstacles108CreatingaSignature(orSomethingElse)111Notes114Chapter7First,LetsKillAlltheLawyers:ShakespeareReallyMeantThatWeNeededThem115DealingWiththeLegalDepartment115HowtoAvoidtheLegalDepartment118UtilizingYourOwnAttorney122EffectiveandIneffectiveCompromise125TheGoldenHandshake129Notes133Chapter8TheDreadedRFP(RequestforProposals):WhyFillOuttheTrulyBoringinTriplicate?135TheBeautiesofBeingaSole-SourceProvider135HowtoMassageRFPssoThatTheyLookLikeYou139HowtoOfferAdditionalValue142HowtoUsePublicMeetingsforLeverage145WhentoRunfortheHills149Notes152Chapter9RetainersAretoProjectsasMontrachetIstoThunderbird:TheWonderofAccesstoYourSmarts153TheThreeVariablesofaRetainer153TheNeedtoControlScopeCreepandScopeSeep157HowtoAssertivelyPursueRenewals160HowtoStimulateMoreRetainers164Chapter10IntheUnlikelyEventYouNeedOxygen:WeDontAnticipateaCrash,ButThereAreSomeThingsYouOughttoKnow171WhattoDoWithRequestsforDelaysBasedonTimeandMoney171WhattoDoIfRejected175HowtoImproveYourProposalsConstantly178HowtoMaximizeYourSuccessesandFees181WhentoStopWritingProposals185Note187VirtualAppendix188SampleProposals189Index203
  • 内容简介:
    BestsellingauthorofMillionDollarConsultingsharesthesecretsofwritingwinningproposalsIntendedforconsultants,speakers,andotherprofessionalservicesproviders,MillionDollarConsulting?Proposalsendsforeverthetime-consumingandoftenfrustratingprocessofwritingaconsultingproposal.Itbeginswiththebasics—definingtheseproposalsandwhytheyarenecessary—andcoachesyouthroughtheentireproposalprocess.Inthisbook,you'lllearnhowtoestablishoutcome-basedbusinessobjectivesandmaximizeyoursuccessandcommensuratefees.FrombestsellingauthorAlanWeiss,MillionDollarConsultingProposalsdeliversstep-by-stepguidanceontheessentialelementincreatingamilliondollarconsultancy.OutlinestheninekeycomponentstoaMillionDollarConsultingproposalstructurePresentsadozenGoldenRulesforpresentingproposalsOffersonlinesamples,forms,andtemplatestomaximizetheeffectivenessofthesetoolsTheNewYorkPostcallsbestsellingauthorAlanWeiss"oneofthemosthighlyregardedindependentconsultantsinAmerica."AlanWeiss'sexpertguidancecanleadyourconsultingbusinesstounprecedentedsuccess,anditallstartswithamilliondollarproposal.
  • 作者简介:
    AlanWeiss,PhD,isaconsultant,speaker,andbestsellingauthor.Hehasthestrongestindependentconsultingbrandintheworldandhisfirm,SummitConsultingGroup,Inc.,hasattractedclientssuchasMerck,Hewlett-Packard,GE,Mercedes-Benz,andmorethan500otherleadingorganizations.Hisprolificpublishingcareerincludesforty-fivebooks,someofwhichhavebeenonuniversitycurriculaandtranslatedintoninelanguages.TheNewYorkPostcallshim"oneofthemosthighlyregardedindependentconsultantsinAmerica."
  • 目录:
    AcknowledgmentsixIntroductionxiChapter1BusinessVows:WhatIsaProposalandWhyItIsNecessary1WhatTheyCanDoandWhatTheyCantDo1TheirPlaceinYourBusinessModel5WhyYouDontProvideProposalsforJustAnyone9TheRoleofConceptualAgreement12TheConceptofValue(NotTimeandMaterials)14Notes18Chapter2FiveStepsTowardGreatLeaps:HowtoPrepareYourselfandtheClient19DeterminingtheEconomicBuyer19DevelopingTrustingRelationships23EstablishingOutcome-BasedBusinessObjectives27EstablishingMetricsforProgressandSuccess30EstablishingValueandImpact33Notes37Chapter3AvoidingGatekeepers,Intermediaries,andGoblins:AcceptingRejectionandRejectingAcceptance39UtilizingMutual,EnlightenedSelf-Interest39UsingGuileandOtherArtForms43UsingExplosives46AvoidingDelegation50EnsuringSupport54Note56Chapter4TheArchitectureofSuccessfulProposals:TheMillionDollarConsultingProposalStructure57TheNineKeyComponents57Notes75Chapter5OneDozenGoldenRulesforPresentingProposals:SteakandSizzleAreHardtoBeat77SpeedandResponsiveness77AccurateRe-creations81Counterintuitive:NoPitchorPromotion85ToBeorNottoBe(InPerson)89DefinitiveDatesandTimes93Notes96Chapter6WhyBadThingsHappentoGoodPeopleWhoWait:MovingMountains97HowandWhentoFollowUp97WhattoAnticipateandHowtoCope100OvercomingLast-MinuteObjections104OvercomingLegitimateObstacles108CreatingaSignature(orSomethingElse)111Notes114Chapter7First,LetsKillAlltheLawyers:ShakespeareReallyMeantThatWeNeededThem115DealingWiththeLegalDepartment115HowtoAvoidtheLegalDepartment118UtilizingYourOwnAttorney122EffectiveandIneffectiveCompromise125TheGoldenHandshake129Notes133Chapter8TheDreadedRFP(RequestforProposals):WhyFillOuttheTrulyBoringinTriplicate?135TheBeautiesofBeingaSole-SourceProvider135HowtoMassageRFPssoThatTheyLookLikeYou139HowtoOfferAdditionalValue142HowtoUsePublicMeetingsforLeverage145WhentoRunfortheHills149Notes152Chapter9RetainersAretoProjectsasMontrachetIstoThunderbird:TheWonderofAccesstoYourSmarts153TheThreeVariablesofaRetainer153TheNeedtoControlScopeCreepandScopeSeep157HowtoAssertivelyPursueRenewals160HowtoStimulateMoreRetainers164Chapter10IntheUnlikelyEventYouNeedOxygen:WeDontAnticipateaCrash,ButThereAreSomeThingsYouOughttoKnow171WhattoDoWithRequestsforDelaysBasedonTimeandMoney171WhattoDoIfRejected175HowtoImproveYourProposalsConstantly178HowtoMaximizeYourSuccessesandFees181WhentoStopWritingProposals185Note187VirtualAppendix188SampleProposals189Index203
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