Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts

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AMACOM, 2004 - Business & Economics - 248 pages
Use the latest technology and techniques to craft winning proposals.
 

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This book is known from the 6 favorate books at the AMA American Management Association Newsletter .

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Absolutely amazing book. Well researched, thought out and written. A must read!

Contents

The Challenges You Face
3
A Good Proposal Is Hard to Find
10
A Primer on Persuasion
19
Why the Inuit Hunt Whales and Other Secrets of Customer Behavior
21
A The Structure of Persuasion
28
Developing a ClientCentered Message Every Time You Write
42
Understanding the Customer The Cicero Principle
55
Establishing Your Credibility
72
The Structure of the Formal Proposal
132
Writing Research Proposals and Proposals for Grants
174
What to Do After You Submit
187
Writing in the Midst of a Storm How to Deal with Bad News and Negative Publicity
194
Creating a Proposal Center of Excellence
198
Proposal Metrics How to Measure Your Success
206
Writing to Win
211
Give the Reader a KISS
213

How to Manage the Process and Keep Your Sanity
79
An Overview of the Proposal Development Process
81
Writing from the Right Brain Getting Your Ideas Organized
98
A Presenting a Winning Value Proposition
107
The Structure of the Letter Proposal
120
Word Choice Six Traps to Avoid
216
Sentence Structure Maximizing Your Clarity
227
Editing Your Proposal
232
Index
243
Copyright

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About the author (2004)

Tom Sant (San Luis Obispo, CA) is a world-renowned proposal consultant whose clients range from small entrepreneurial operations to Global 500 companies including General Electric, Microsoft, Lucent, and Accenture. He is the creator of the world's most widely used proposal automation systems: ProposalMaster and RFPMaster.

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