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Based on the proposal-writing system used at A. T. Kearney and KPMG Peat Marwick, this book features work sheets and other tools for moving "buyers" from concept to acceptance. Thoroughly updated, the second edition includes many new examples and scenarios, chapters on fees and collaboration, and new sections on "voice" and presentation.
- Sales Rank: #2361009 in Books
- Published on: 2003-04-16
- Original language: English
- Number of items: 1
- Dimensions: 9.10" h x .64" w x 6.00" l, .90 pounds
- Binding: Paperback
- 288 pages
From Library Journal
The authors, who work with A.T. Kearney and KPMG Peat Marwick, offer their particular method of training consultants to write proposals. They clearly distinguish proposals from internal reports: proposals don't have an answer but seek to sell a service to find an answer. The strengths of this title are its practicality, logical development, and detail. It points out trouble spots such as clients who don't know what they want or organizations with conflicting goals. It offers specific language for specific kinds of proposals, e.g., identify and compare for a market survey; develop and recommend for a planning project. The features that make it useful for teaching in a corporate or academic setting include reviews and summaries, checklists and worksheets, and a real-world case study. Unfortunately, like similar works, it invents its own jargon (hot buttons, PIP, SI) and takes swipes at English teachers. It is more thorough and realistic than many similar titles, however, and may be of interest to business collections and technical writing programs.
Nancy Shires, East Carolina Univ., Greenville, N.C.
Copyright 1995 Reed Business Information, Inc.
From the Back Cover
The faster, easier way to write persuasive, successful proposals every time
A great proposal will clinch the deal; a poor one will kill it--which would you rather write? Writing Winning Business Proposals, Second Edition, gives you the skills, tactics, and strategies you need to write outstanding proposals that will win new clients, make big sales, or convince your boss that your idea will revolutionize the company. You'll get a client's-eye view of what makes a great proposal and master the steps of a battle-tested and proven proposal development process.
This fully updated new edition features dozens of new examples and scenarios. You'll also find insightful new chapters on determining your fees and collaborating to improve your chances of winning as well as tips for creating a persuasive "voice" in your proposal. Writing Winning Business Proposals, Second Edition provides all the tools and expertise you need to:
- Understand the baseline logic to determine your buyer's desired results
- Construct a logical methodology for achieving those results
- Reconcile different perspectives across multiple buyers
- Crystallize and develop key messages and themes
- Weave messages and themes throughout your proposal
About the Author
Richard C. Freed is a trainer with A. T. Kearney Professional Development. Shervin Freed is a former partner at A. T. Kearney and continues to consult.
Joe Romano is a Kearney management consultant and a partner in charge of worldwide training and development.
Most helpful customer reviews
21 of 21 people found the following review helpful.
An Author Responds
By Richard Johnson-Sheehan
Since my book is mentioned in a couple of these reviews, I thought I would respond.
I used Rich Freed's book for years in my consulting practice and MBA classes. It's a great book, and I *highly* recommend it. It's clearly one of the best treatments on writing business proposals available.
But comparing my book on proposals to Freed's is like comparing apples and oranges. My book is aimed at people who work in scientific and technical disciplines. Freed's book is written toward business applications. These two books are designed to work in two completely different arenas.
Buy this book. As an experienced proposal writer and consultant, I believe it's the best book on writing business proposals. It's truly innovative, and it offers wonderful strategies for winning contracts in highly competitive business environments.
40 of 44 people found the following review helpful.
Decent & Recommended Book
By A Customer
The book takes you through a step-by-step methodology for creating a business proposal. It focuses on meeting the clients needs to create a winning proposal. It lacks a convincing example that could go with the current market requirements.The templates for creating the proposal are a good help and I would recommend this book to new and seasoned proposal writers.
25 of 27 people found the following review helpful.
Best Business Book I've Read
By A Customer
This is an outstanding instructional on how to create effective communications, particularly with clients/customers. It is aimed at consultants, but really applies to communications broadly--whether you're presenting a proposal to a prospective client, or trying to convince your boss to give you a raise.
It takes the essence of Barbara Minto's "pyramid principle" of organization and adds to it audience evaluations, audience perspectives, and general guidance on how to make your communication well-received. It highlights common assumptions and errors on the part of any author, and truly makes a writer put him/herself in the shoes of the audience.
It's an easy read at a bargain price, and I've recommended it to everyone with whom I work. Well worth the price!
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