Powerful Proposals

How to give your business the winning edge

David G. Pugh, Terry R. Bacon

255 pages, parution le 24/01/2005

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Résumé

You know your company offers the best products and services. But first you've got to get clients and customers.

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.

L'auteur - David G. Pugh

David G. Pugh : (Durango, CO) is cofounder and executive vice president of Lore and a recognized authority on marketing, sales, and proposal training.

David G. Pugh and Terry R. Bacon (Durango, CO) are coauthors of Winning Behavior and The Behavioral Advantage (0-8144-7225-7), and cofounders of the Lore Institute, a professional development and corporate education company. Bacon is also the author of Selling to Major Accounts.

L'auteur - Terry R. Bacon

David G. Pugh and Terry R. Bacon (Durango, CO) are coauthors of Winning Behavior and The Behavioral Advantage, and cofounders of the Lore Institute, a professional development and corporate education company. Bacon is also the author of Selling to Major Accounts.

Sommaire

The Power of the A+ Proposal
A Simple Notion: A Proposal Is a Sales Tool
Getting Your Message Across: Technical Proposals for Every Reader
Sell the Benefits: Customer-Oriented Proposals
What It Takes to Win: Credibility, Acceptability and Preference
Winning Executive Summaries: Your Most Powerful Selling Tool
Timing Is Everything: Positioning to Win
Proposal Management: The Art of Containing Chaos
Getting It Written, Getting It Right: Guide to Creating Compelling Proposals
The Red Team Review Process: Making Sure the Power Is in the Proposal
Learning Forward: Win or Lose Protocols for Continuous Improvement

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Amacom
Auteur(s)	David G. Pugh, Terry R. Bacon
Parution	24/01/2005
Nb. de pages	255
Format	16 x 23,5
Couverture	Relié
Poids	530g
Intérieur	Noir et Blanc
EAN13	9780814472323