How to Write a Proposal That's Accepted Every Time: The Practitioner's Guide Expanded Ed

by Alan Weiss

Here's the guide you've been looking for -- written by a successful consultant who has himself written hundreds of winning proposals. In this easy-to-read, easy-to-follow book, consultant Alan Weiss takes you step-by-step through the proposal process from definitions, objectives and essential preparation techniques...through the actual structuring and writing process...and on to the all-important client follow-up. How to Write A Proposal That's Accepted Every Time shows you how to acquire the information that creates winning proposals in collaboration with the buyer. "That's the key to proposal acceptance," says Weiss, "Collaboration with and agreement by the client prior to anything being committed to paper." In this practical guide you'll learn how to -- Avoid gatekeepers and deal only with the economic buyer (the person who can cause a check to be signed); Establish boundaries and avoid "scope creep."; Effectively convey the value of the project; Frame your intervention in terms of outcomes rather than cost; And much more. Let this detailed, how-to guide lead you to consulting success, before, during and after the proposal process! Book & CD

Genres: Business

Paperback

First published February 1, 1999

About the author

Librarian note:
There is more than one author in the GoodReads database with this name

Alan Weiss is an American entrepreneur, author, and public speaker

Reviews

[Sean Fishlock · Rating 5 out of 5]

This book changed the way I approach IT consulting. I was recommended this guide by a colleague and would definitely recommend it to others.

In the IT industry it is easy to fall into the trap of writing detailed proposals which give away substantial amounts of intellectual property and get bogged down in technical details and features. There is a huge risk in this for any consultant.

Alan Weiss explains value based selling succinctly and includes practical tools including workbook and self-assessment questions. The book itself is not cheap, but when you apply his value based argument, it should easily pay for itself.

The book helped me to spend less time writing proposals, writing better proposals that focus on the customer's needs, freeing me up to spend more time on account management, adding value and increasing sales.

These strategies should help you close deals faster, keep both your customers and your manager happy.

[Cnd · Rating 4 out of 5]

Helped me manage "pre-proposal" meetings better by giving my prospects a context in which the value I provide will be priced on. The insights in this book is found in the philosophy behind the proposal, and not the actual proposal.