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Powerful Proposals
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Powerful Proposals

Powerful Proposals

How to give your business the winning edge

David G. Pugh, Terry R. Bacon

255 pages, parution le 24/01/2005

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
Voir tout
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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

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