- Paperback: 267 pages
- Publisher: McGraw-Hill Trade (Jan 1 1995)
- Language: English
- ISBN-10: 0070219257
- ISBN-13: 978-0070219250
- Product Dimensions: 22.4 x 15 x 2.3 cm
- Shipping Weight: 476 g
- Average Customer Review: 3.9 out of 5 stars See all reviews (10 customer reviews)
- Amazon Bestsellers Rank: #1,164,607 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Description
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.
Copyright 1995 Reed Business Information, Inc.
Book Description
The difference between a winning proposal and one that comes in second is only two to five points on a 100-point scale. Designed to narrow that gap, this book supplies all the tools needed to generate consistently successful proposals that elicit new clients and contracts and win over peers and senior management on a new project. The secret is in the authors' systematic, easy-to-understand method currently used to train hundreds of consultants at A.T. Kearney and KPMG Peat Marwick. It shows how to crystallize and develop key proposal messages and themes. And it uses an extensive selection of worksheets to help organize and sequence the key psychological decisions necessary to move the buyer-of the proposed service, product, or idea-from the current situation to the desired outcome.
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most helpful customer reviews
5.0 out of 5 stars
Excellent book,
By
This review is from: Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss (Paperback)
I had no idea how to write a business proposal. I followed this book to the tee...I now write major proposals for my company and my proposal kicked the ass of a couple of MBA's. There were a lot of red faces when I showed up my with version of a proposal. I essentially went from having no idea how to write a proposal to setting the bar on how to write a proposal, thanks to this excellent book.
4.0 out of 5 stars
Like Eating Your Vegatables...,
By A Customer
This review is from: Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss (Paperback)
This book is really good for you... just like eating your vegatables. Unfortunately, its not easily digested. This book provides a great method of preparing strategic proposals. The method is largely based on the Mento "Pyramid Principle" a book which is itself not an easy read (however, it is required reading at McKinsey, BCG, and other major strategy consulting firms. This fact should tell you instantly just how powerful a concept it is). However, if you're willing to hold your nose and chew slowly (I'm not willing to give up on the "eat your vegatables" analogy just yet), you and your proposals will be much more competitive. Since the book is far from an easy read, I'd suggest that you tackle it chapter-by-chapter with some time for rest and contemplation in between (divide it into "bite-sized" pieces, in other words). If you're looking for fast-food proposal fair, I'd like to suggest Robert Kantin's "Proposal Kit For Dummies" which, despite the title, is a terrific book on proposal writing for professionals -- particularly consultants. Overall grade: A-/B+.
5.0 out of 5 stars
An Author Responds,
By Richard Johnson-Sheehan (Albuquerque, NM USA) - See all my reviews
This review is from: Writing Winning Business Proposals: Your Guide to Landing the Client, Making the Sale, Persuading the Boss (Paperback)
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.
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