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Author : Robyn Haydon
Publisher :
ISBN 13 :
Total Pages : 162 pages
Book Rating : 4.:/5 (1 download)
Download or read book The Shredder Test written by Robyn Haydon and published by . This book was released on 2007 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Robyn Haydon
Publisher : Bookpod
ISBN 13 : 9780975147436
Total Pages : 162 pages
Book Rating : 4.1/5 (474 download)
Download or read book The Shredder Test written by Robyn Haydon and published by Bookpod. This book was released on 2012-11 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offers a simple diagnosis for a universal problem - why most sales proposals don't survive a first reading. Through a series of examples and anecdotes based on real-life problems, the author exposes the truth about how and why most sales proposals strike out.
Author : Robyn Haydon
Publisher : Durbin Professionals Press
ISBN 13 : 0987352776
Total Pages : 178 pages
Book Rating : 4.9/5 (873 download)
Download or read book The Shredder Test: a step-by-step guide to writing winning proposals written by Robyn Haydon and published by Durbin Professionals Press. This book was released on 2012-11-20 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Put yourself in the customer’s shoes, with dozens of bids, proposals or tender responses to assess. It’s a daunting and difficult job. Despite the hours you have spent writing your proposal, it’s just one among many. What does it take to be successful in this hyper-competitive environment? What will make your proposal rise to the top of the pile? In this concise and easy to read book, proposal writing expert Robyn Haydon explains why most proposals end up on the reject pile – and how to make sure yours is a winner. Whether you write proposals for a living – or just need help to finish a proposal today – you will find practical advice here on proposal structure, readability, writing techniques, selling your capability, making a compelling offer, and avoiding elimination traps. Ideal for entrepreneurs, professional service providers and small business owners, as well as sales and marketing specialist, grant writers and proposal professionals who work in commercial and not for profit environments. “A quick way to learn a great deal about proposal writing…excellent value…highly recommended.”- Australian Marketing Institute “What's your strike rate when it comes to successful submissions? If it's less than 100%, you could learn something from The Shredder Test. The chapter summaries are excellent…a concise, useful read.” - The Age Newspaper “Straightforward and easy to read, this book is applicable worldwide for companies bidding in open business-to-business environments.” - Association of Proposal Management Professionals (USA) “Strategies, tactics, how-to's and tips that any business can use.” - Herald Sun Newspaper
Author : Robyn Haydon
Publisher : Durbin Professionals Press
ISBN 13 : 1925457168
Total Pages : 169 pages
Book Rating : 4.9/5 (254 download)
Download or read book Value written by Robyn Haydon and published by Durbin Professionals Press. This book was released on 2016-06-08 with total page 169 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why is it so hard to win new business? That’s a good question – and this book is designed to help you answer it. Value is for people who work in services industries and in services-based professions like human services, professional services, and complex technical services. In order to use your expertise to help others, to do good work, and to make a difference, we must first convince them that they need our help; we have to convince them to buy from us. And this isn’t always as easy as it should be. This book will help you to look at what you do in an entirely new way; from the perspective of how it creates commercial value for customers. If you have ever missed out on an opportunity that you really deserved to win, ever struggled to explain what you offer to people who just don’t seem to understand, or if you’ve ever seen prospective customers stubbornly go down a path that you know is not right for them – then this book is for you. Value is the final book in Robyn’s Winning Business series, which also includes Winning Again and the Australian Institute of Management bestseller The Shredder Test. About the Author: Robyn Haydon is a business development advisor specialising in value creation for major contracts and customers that are won through competitive bids and tenders. Her clients have won and retained hundreds of millions of dollars’ worth of business with many of Australia’s largest corporate and government buyers. Robyn is on a mission to break down artificial barriers that keep buyers and sellers from creating value together, and to bring cooperation, energy, and enthusiasm back to the field of business development. She is a sought-after business development speaker, mentor, trainer, facilitator and coach, known for her engaging, practical approach to complex topics.
Author : Robyn Haydon
Publisher : Durbin Professionals Press
ISBN 13 : 0992521637
Total Pages : 197 pages
Book Rating : 4.9/5 (925 download)
Download or read book Winning Again written by Robyn Haydon and published by Durbin Professionals Press. This book was released on 2016-05-31 with total page 197 pages. Available in PDF, EPUB and Kindle. Book excerpt: BEAT INCUMBENCY DISEASE, MAKE COMPETITORS IRRELEVANT & STAY NO. 1 WITH YOUR MOST IMPORTANT CONTRACTS AND CUSTOMERS When you win business through a formal bid or tender, you will need to retain it that way too. But only about 50% of incumbent contract holders actually keep their contracts when it comes time to re-compete. That’s a scary number, and usually it isn’t because they are doing a bad job – in fact, most are doing quite a good job. Incumbents lose because they’re still doing the same job as they were at the start of the contract, and this just doesn’t cut it with customers any more. The prospect of failing on a re-compete bid is always a reality. But if you’re a CEO, business owner or senior manager with revenue responsibility, clearly this is not an option. The work and thought that positions you as the clear winner needs to start well before the Request for Tender, and incumbency is only an advantage if you choose to use it. Winning Again shows you how to leverage your incumbency advantage, put compelling new ideas in front of the customer, and retain the business you simply can’t afford to lose. “If losing a big account is not an option, Winning Again shows you how to keep competitors out and seal the deal a second time.” - Jill Konrath, author of Agile Selling and SNAP Selling Praise for Haydon’s first book The Shredder Test: A Step-by-Step Guide to Writing Winning Proposals: “A quick way to learn a great deal about proposal writing…excellent value…highly recommended.” Australian Marketing Institute “What’s your strike rate when it comes to successful submissions? If it’s less than 100%, you could learn something from The Shredder Test. The chapter summaries are excellent…a concise, useful read.” The Age Newspaper “Strategies, tactics, how-to’s and tips that any business can use.” Herald Sun Newspaper
Author : Laura Ricci
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781502792198
Total Pages : 0 pages
Book Rating : 4.7/5 (921 download)
Download or read book The Magic Of Winning Proposals written by Laura Ricci and published by Createspace Independent Publishing Platform. This book was released on 2014-10-08 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: As more and more clients shift to a formal Request For Proposal process, is your firm winning all the business it could-and should? The key to winning proposals isn't really magic. But as RFP requirements become increasingly complex, and competition stronger, putting together a successful proposal does require a more strategic approach and a game-changing shift in thinking. The Magic of Winning Proposals will not only help you improve your RFP win rates. This essential book will help you win new clients and realize better margins. Some of the most successful consulting firms in the world use this process, achieving win rates of more than 80 percent. Now author Laura Ricci shares her process with you. The Magic of Winning Proposals provides an easy, step-by-step guide (complete with forms) on how to sync with your client, analyze the RFP, avoid pitfalls, and thoroughly prepare the final proposal and oral presentation. This book delivers-so you can, too.
Author : Jean Wilson Murray
Publisher : Atlantic Publishing Company
ISBN 13 : 1601382340
Total Pages : 290 pages
Book Rating : 4.6/5 (13 download)
Download or read book The Complete Guide to Writing Effective and Award Winning Business Proposals written by Jean Wilson Murray and published by Atlantic Publishing Company. This book was released on 2008 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: The text covers the three key phases of a business proposal--preparation, writing, and presentation--and includes examples of different types and styles of business proposals, such as sales proposals to clients, letters and memos as business proposals, proposals to government entities, internal proposals to top management, and business plans as a special type of business proposal.
Author : Robert J. Hamper
Publisher : McGraw Hill Professional
ISBN 13 : 0071746498
Total Pages : 257 pages
Book Rating : 4.0/5 (717 download)
Download or read book Handbook For Writing Proposals, Second Edition written by Robert J. Hamper and published by McGraw Hill Professional. This book was released on 2010-09-03 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: Proven techniques and invaluable advice for writing winning business proposals—revised and updated! What makes a winning business proposal? It highlights your skills and services, meets your client's needs, and clearly sets you apart from the competition. Since 1995, Handbook for Writing Proposals has helped thousands of professionals develop winning proposals. This exceptional handbook guides you through the unique nine-step proposal-writing process from the initial RFP to the client presentation. In this revised and updated version, the authors show you how to: Choose the RFPs that give you the best chance of success Showcase your company's skills and services Set realistic time/cost schedules and budgets Avoid the mistakes that sink most proposals Build client relationships that bring you repeat business Tailor your writing for an international business audience The second edition also offers you a wealth of downloadable forms and checklists that you can adapt for your own proposal-writing process. Whether you own your own business, need to train your corporate staff, or simply want to improve your skills, Handbook for Writing Proposals, second edition will show you how to profit from every proposal you write. Praise This book guides you through the process of creating the best impression of your sweat equity to your customer. Whether you need to polish up and improve every aspect of the proposal or just certain elements, this book will fill the need. Remember, the economics of gain only occur when a customer feels you’ve fulfilled a need and created value. Paul V. Baron, President, In-Store Bakery Division, The Quarter Oats Company Handbook for Writing Proposals offers a wealth of down-to-earth, practical guidance on all phases of proposal writing. The book is well organized and full of concrete ideas that are easy to include in real-life situations. The sample letters, checklists, budgets, and proposals are extremely valuable. This book is a great resource for anyone whose success depends on convincing others through the proposal process. Richard M. Sawdey, Former Vice President and Secretary, R. R. Donnelley & Sons Company
Author : Tom Sant
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 081441785X
Total Pages : 289 pages
Book Rating : 4.8/5 (144 download)
Download or read book Persuasive Business Proposals written by Tom Sant and published by AMACOM Div American Mgmt Assn. This book was released on 2012 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs-few of which result in new clients or contracts. Now everyone can dramatically boost their success rate with the third edition of Persuasive Business Proposals. This classic guide explains how to craft compelling messages and powerful proposals that attract prospects' attention and speak to their needs. The new edition includes more valuable information than ever before, including: * Essential questions for qualifying opportunities * Ways to "power up" cover letters and executive summaries * Advice for overcoming "value paranoia" * Guidelines for incorporating proof into a proposal * Tips for winning renewal contracts. Most people find proposal writing to be tedious and time-consuming-and their documents show it. With clear instructions as well as before-and-after samples, Persuasive Business Proposals takes readers step-by-step through a highly effective process for writing customized packages that capture new business.
Author : Terry R. Bacon
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814428495
Total Pages : 266 pages
Book Rating : 4.8/5 (144 download)
Download or read book Powerful Proposals written by Terry R. Bacon and published by AMACOM Div American Mgmt Assn. This book was released on 2005-01-03 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: How does a company constantly win more business than its rivals? A key factor is the ability to create proposals that outshine those from even the strongest competitors. Powerful Proposals helps businesses maximize the selling power of their proposals, with proven strategies for going beyond "this is what we do" documents in favor of customer-centered offers that highlight the tangible benefits your company offers. This powerful process offers tools and techniques that will let any firm: * assess their "winner or loser" proposal status and take proactive steps to become a winner * address the ""Big Four"" questions that a proposal must answer to be successful * create "A+" proposals in less time with less wasted effort via a simple, repeatable process * neutralize the issue of price when the firm is not the low-price provider Powerful Proposals takes readers step by step through designing executive summaries, writing themes, and generating the text. There is also valuable information on strategy, graphics, callouts, and other visual elements.
Author : Richard C. Freed
Publisher : McGraw Hill Professional
ISBN 13 : 0071742336
Total Pages : 320 pages
Book Rating : 4.0/5 (717 download)
Download or read book Writing Winning Business Proposals, Third Edition written by Richard C. Freed and published by McGraw Hill Professional. This book was released on 2010-11-19 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winning proposals that turn prospects into clients Based on the proposal-writing system used at A.T. Kearney and KPMG Peat Marwick, Writing Winning Business Proposals features proven strategies, along with worksheets and other tools that clearly show clients what they want and will easily seal the deal. Thoroughly updated, the third edition offers general guidelines that apply to all business proposals making this the must-have proposal-writing book to have on hand. Writing Winning Business Proposals features: Winning formula from top consultants proven to work for any proposal Complete step-by-step process, walking you through all the difficulties Up-to-date, user-friendly redesign with new worksheets and charts Updates on fees and collaboration If you're seeking approval for projects, or want a client to buy, invest or do something, Writing Winning Business Proposals is the reference you need to get you to get them to do what you want.
Author : Robyn Haydon
Publisher :
ISBN 13 : 9780992521622
Total Pages : 194 pages
Book Rating : 4.5/5 (216 download)
Download or read book Winning Again written by Robyn Haydon and published by . This book was released on 2015-02-01 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: BEAT INCUMBENCY DISEASE, MAKE COMPETITORS IRRELEVANT & STAY NO. 1 WITH YOUR MOST IMPORTANT CONTRACTS AND CUSTOMERS When you win business through a formal bid or tender, you will need to retain it that way too. But only about 50% of incumbent contract holders actually keep their contracts when it comes time to re-compete. That's a scary number, and usually it isn't because they are doing a bad job - in fact, most are doing quite a good job. Incumbents lose because they're still doing the same job as they were at the start of the contract, and this just doesn't cut it with customers any more. The prospect of failing on a re-compete bid is always a reality. But if you're a CEO, business owner or senior manager with revenue responsibility, clearly this is not an option. The work and thought that positions you as the clear winner needs to start well before the Request for Tender, and incumbency is only an advantage if you choose to use it. Winning Again shows you how to leverage your incumbency advantage, put com-pelling new ideas in front of the customer, and retain the business you simply can't afford to lose. "If losing a big account is not an option, Winning Again shows you how to keep competitors out and seal the deal a second time." - Jill Konrath, author of Agile Selling and SNAP Selling Praise for Haydon's first book The Shredder Test: A Step-by-Step Guide to Writing Winning Proposals: "A quick way to learn a great deal about proposal writing...excellent value...highly recommended." Australian Marketing Institute "What's your strike rate when it comes to successful submissions? If it's less than 100%, you could learn something from The Shredder Test. The chapter summaries are excellent...a concise, useful read." The Age Newspaper "Strategies, tactics, how-to's and tips that any business can use." Herald Sun Newspaper About the Author: Robyn is a business development consultant who specialises in helping organisations to get ready to compete - and re-compete - for important contracts that are won through formal bids and tenders. She is an expert in proposal writing and her first book, "The Shredder Test," is an Australian Institute of Management bestseller. Based in Melbourne, Robyn works with organisations on business development programs for their high-value customers, and her clients have won and retained contracts worth hundreds of millions of dollars with many of Australia's largest corporate and government buyers.
Author : Jody Rein
Publisher : Penguin
ISBN 13 : 1440348170
Total Pages : 337 pages
Book Rating : 4.4/5 (43 download)
Download or read book How to Write a Book Proposal written by Jody Rein and published by Penguin. This book was released on 2017-09-05 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE ESSENTIAL RESOURCE FOR SELLING YOUR BOOK If you want to publish a book, you must present it to agents and publishers with a knock-your-socks-off proposal. Whether you're seeking a traditional press to publish your self-published book or trying to win over an agent for your graphic novel, memoir, or nonfiction title, you need an irresistible proposal. The better your proposal, the better the editor, publisher, and deal you will get. Nailing your proposal requires an understanding of how publishers work and how to brand yourself, build a platform, and structure your book. You'll learn it all in this breezy top-to-bottom revision of the classic 100,000-copy best-seller. Inside How to Write a Book Proposal 5th Edition, you will find: • Examples of successful proposals that earned six-figure deals • Guidance from agents, publishers, and writers • Ways to customize your proposal • Strategies for proposals in the Digital Age • Effective structures for narrative writers • A list of the "Top Ten Proposal Killers" This sassy, thorough guide from industry professionals Jody Rein and Michael Larsen will become your go-to for advice about publishing.
Author : Bob Kantin
Publisher : For Dummies
ISBN 13 : 9780764553752
Total Pages : 338 pages
Book Rating : 4.5/5 (537 download)
Download or read book Sales Proposals Kit For Dummies written by Bob Kantin and published by For Dummies. This book was released on 2001-07-15 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Did you skip Sales Proposals 101 in college? If your proposals put people to sleep, this book is your wake-up call. Sales Proposals Kit For Dummies will have you writing top-notch sales proposals and closing the deal in no time. If part of your job is writing sales proposals, you know what a pain they can be. If you want your proposals to blow your audience away, let expert Bob Kantin show you how. With his advice, you’ll be creating sales proposals that prove your understanding of the buyer’s business, present a viable business solution, and demonstrate your ability to deliver the goods. With Sales Proposals Kit For Dummies, you’ll discover how to: Write an unbeatable proposal Get to know your buyer Evaluate your proposal from the buyer’s perspective Sell yourself and your organization This book is loaded with information that will help you write winning proposals, whether you’re a first-time proposal writer or a seasoned sales professional. It presents a proven and effective sales proposal structure and content guidelines that work for any size or type of business. With simple, step-by-step instructions and delightful cartoons, Sales Proposals Kits For Dummies makes writing a sales proposal fun and easy. You’ll find out: What every great proposal must include How to make the boring stuff interesting How to package and present the proposal How to team with the buyer to design the perfect proposal The differences between internal and external proposals Ten things a buyer expects in a proposal The book also includes a helpful CD-ROM packed with the specialized tools you need to develop perfect proposals, including a tool that lets you rate your proposal objectively and plenty of samples you can use for guidance. Whether you just want to sharpen your proposal-writing skills or you need help writing your first proposal, Sales Proposals Kit For Dummies is the friendly, straightforward guide that will help you land the big deal.
Author : Robert Hamper
Publisher : Mcgraw-hill
ISBN 13 : 9780071746489
Total Pages : 256 pages
Book Rating : 4.7/5 (464 download)
Download or read book Handbook For Writing Proposals, Second Edition written by Robert Hamper and published by Mcgraw-hill. This book was released on 2010-08-05 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Proven techniques and invaluable advice for writing winning business proposals—revised and updated! What makes a winning business proposal? It highlights your skills and services, meets your client's needs, and clearly sets you apart from the competition. Since 1995, Handbook for Writing Proposals has helped thousands of professionals develop winning proposals. This exceptional handbook guides you through the unique nine-step proposal-writing process from the initial RFP to the client presentation. In this revised and updated version, the authors show you how to: Choose the RFPs that give you the best chance of success Showcase your company's skills and services Set realistic time/cost schedules and budgets Avoid the mistakes that sink most proposals Build client relationships that bring you repeat business Tailor your writing for an international business audience The second edition also offers you a wealth of downloadable forms and checklists that you can adapt for your own proposal-writing process. Whether you own your own business, need to train your corporate staff, or simply want to improve your skills, Handbook for Writing Proposals, second edition will show you how to profit from every proposal you write. Praise This book guides you through the process of creating the best impression of your sweat equity to your customer. Whether you need to polish up and improve every aspect of the proposal or just certain elements, this book will fill the need. Remember, the economics of gain only occur when a customer feels you’ve fulfilled a need and created value. Paul V. Baron, President, In-Store Bakery Division, The Quarter Oats Company Handbook for Writing Proposals offers a wealth of down-to-earth, practical guidance on all phases of proposal writing. The book is well organized and full of concrete ideas that are easy to include in real-life situations. The sample letters, checklists, budgets, and proposals are extremely valuable. This book is a great resource for anyone whose success depends on convincing others through the proposal process. Richard M. Sawdey, Former Vice President and Secretary, R. R. Donnelley & Sons Company
Author : Herman Holtz
Publisher : Wiley
ISBN 13 : 9780471515692
Total Pages : 0 pages
Book Rating : 4.5/5 (156 download)
Download or read book The Consultant's Guide to Proposal Writing written by Herman Holtz and published by Wiley. This book was released on 1990-03-19 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: From Herman Holtz, America's foremost expert on consulting, here's a complete guide to marketing your consulting services The Consultant's Guide to Proposal Writing Second Edition This updated edition has answers to all the questions that arise during the process of developing a proposal--where to begin, how it should look, what to include, and what to leave out. It emphasizes practical, "how-to" advice on. * How to sell to the biggest customer of all, the government (see page 275) * How to avoid some common errors in proposals (see page 22) * Do you have to be the low bidder? (see page 131 for some surprising answers) * How to safeguard your proposal against piracy (see page 113) * Why clients want proposals, and what they look for in a proposal (see page 117) * How to solve proposal production problems (see page 254) * How other consultants devise winning strategies (see page 40) * How to copyright your proposal--instantly and at no cost (see page 113) * How to develop cost strategies (see page 43), technical strategies (see page 118), presentation strategies (see page 186), and competitor strategies (see page 193) * How to find the keys to creativity (see page 138) * How to solve the problem of page-limited proposals (see page 257) * How to produce graphics at virtually no cost (see page 211) * How to make the bid/no-bid analysis and decision (see page 90)
Author : Michael Larsen
Publisher : Penguin
ISBN 13 : 1582977038
Total Pages : 336 pages
Book Rating : 4.5/5 (829 download)
Download or read book How to Write a Book Proposal written by Michael Larsen and published by Penguin. This book was released on 2011-03-22 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Source for Book Proposals Success! How to Write a Book Proposal is THE resource for getting your work published. This newly revised edition of the Writer's Digest Books classic outlines how to create an effective, nonfiction book proposal in a clear, step-by-step manner. You'll learn the keys to a successful book proposal and how to: • Test-market the potential of a book idea and effectively communicate that potential in a proposal • Choose the best agents and editors for a particular proposal • Create a professional-looking proposal package • Predispose publishers to make their best offer Notes agent and author Michael Larsen also provides insider insights into the publishing industry as well as a plethora of newly updated information including: • Recent changes in the publishing industry • Updated trend information • New sample proposals • Expanded instructions for creating outlines You'll also find complete guidelines to becoming an effective self-promoter. How to Write a Book Proposal is a must-have for every writer!
