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20240623213015.0 |
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121018s2011 nyu ob 001 0 eng d |
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|a MHW
|b eng
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|c MHW
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|d OCLCQ
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|a 773014757
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|a 9781118150009
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|a 1118150007
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|a 9781118150016
|q (electronic bk.)
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|a 1118150015
|q (electronic bk.)
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|a 9781118150023
|q (electronic bk.)
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|a 1118150023
|q (electronic bk.)
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|z 9781118097533
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|z 111809753X
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8 |
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|a 9786613306500
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|a (OCoLC)815647389
|z (OCoLC)773014757
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|a 330650
|b MIL
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|a HD69.C6 .W4598 2012
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| 072 |
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|a REF
|x 018000
|2 bisacsh
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| 049 |
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|a HCDD
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| 100 |
1 |
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|a Weiss, Alan.
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| 245 |
1 |
0 |
|a Million Dollar Consulting Proposals :
|b How to Write a Proposal That's Accepted Every Time.
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| 260 |
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|a New York :
|b Wiley,
|c 2011.
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| 300 |
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|a 1 online resource (226 pages)
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| 336 |
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|a text
|b txt
|2 rdacontent
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| 337 |
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|a computer
|b c
|2 rdamedia
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| 338 |
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|a online resource
|b cr
|2 rdacarrier
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0 |
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|a Print version record.
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| 520 |
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|a Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposals Intended for consultants, speakers, and other professional services providers, Million Dollar Consulting® Proposals ends forever the time-consuming and often frustrating process of writing a consulting proposal. It begins with the basics-defining these proposals and why they are necessary-and coaches you through the entire proposal process. In this book, you'll learn how to establish outcome-based business objectives and maximize your success and commensurate fees. From bestselling author Alan Weiss.
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| 504 |
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|a Includes bibliographical references and index.
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0 |
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|a Million Dollar Consulting® Proposals: How to Write a Proposal That's Accepted Every Time; Contents; Acknowledgments; Introduction; Chapter 1: Business Vows: What Is a Proposal and Why It Is Necessary; What They Can Do and What They Can't Do; Their Place in Your Business Model; Why You Don't Provide Proposals for Just Anyone; The Role of Conceptual Agreement; The Concept of Value (Not Time and Materials); Notes; Chapter 2: Five Steps Toward Great Leaps: How to Prepare Yourself and the Client; Determining the Economic Buyer; Developing Trusting Relationships.
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| 505 |
8 |
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|a Establishing Outcome-Based Business ObjectivesEstablishing Metrics for Progress and Success; Establishing Value and Impact; Notes; Chapter 3: Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptance; Utilizing Mutual, Enlightened Self-Interest; Using Guile and Other Art Forms; Using Explosives; Avoiding Delegation; Ensuring Support; Note; Chapter 4: The Architecture of Successful Proposals: The Million Dollar Consulting® Proposal Structure; The Nine Key Components; Notes.
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| 505 |
8 |
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|a Chapter 5: One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to BeatSpeed and Responsiveness; Accurate Re-creations; Counterintuitive: No Pitch or Promotion; To Be or Not to Be (In Person); Definitive Dates and Times; Notes; Chapter 6: Why Bad Things Happen to Good People Who Wait: Moving Mountains; How and When to Follow Up; What to Anticipate and How to Cope; Overcoming Last-Minute Objections; Overcoming Legitimate Obstacles; Creating a Signature (or Something Else); Notes; Chapter 7: First, Let's Kill All the Lawyers: Shakespeare Really Meant That We Needed Them.
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| 505 |
8 |
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|a Dealing With the Legal DepartmentHow to Avoid the Legal Department; Utilizing Your Own Attorney; Effective and Ineffective Compromise; The Golden Handshake; Notes; Chapter 8: The Dreaded RFP (Request for Proposals): Why Fill Out the Truly Boring in Triplicate?; The Beauties of Being a Sole-Source Provider; How to Massage RFPs so That They Look Like You; How to Offer Additional Value; How to Use Public Meetings for Leverage; When to Run for the Hills; Notes; Chapter 9: Retainers Are to Projects as Montrachet Is to Thunderbird: The Wonder of Access to Your Smarts.
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| 505 |
8 |
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|a The Three Variables of a RetainerThe Need to Control Scope Creep and Scope Seep; How to Assertively Pursue Renewals; How to Stimulate More Retainers; Chapter 10: In the Unlikely Event You Need Oxygen: We Don't Anticipate a Crash, But There Are Some Things You Ought to Know; What to Do With Requests for Delays Based on Time and Money; What to Do If Rejected; How to Improve Your Proposals Constantly; How to Maximize Your Successes and Fees; When to Stop Writing Proposals; Note; Virtual Appendix; Sample Proposals; Index.
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| 650 |
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0 |
|a Business consultants.
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| 650 |
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0 |
|a Consulting firms
|x Management.
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| 650 |
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0 |
|a Consultants
|x Marketing.
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| 650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Consulting.
|2 bisacsh
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| 650 |
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7 |
|a REFERENCE
|x Questions & Answers.
|2 bisacsh
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| 650 |
|
7 |
|a Business consultants
|2 fast
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| 650 |
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7 |
|a Consultants
|x Marketing
|2 fast
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| 650 |
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7 |
|a Consulting firms
|x Management
|2 fast
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| 758 |
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|i has work:
|a Million Dollar Consulting Proposals (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCH344xWPkbVb3yY44T4kQq
|4 https://id.oclc.org/worldcat/ontology/hasWork
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| 776 |
0 |
8 |
|i Print version:
|z 9781118097533
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| 856 |
4 |
0 |
|u https://ebookcentral.proquest.com/lib/holycrosscollege-ebooks/detail.action?docID=817369
|y Click for online access
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| 903 |
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|a EBC-AC
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|a 92
|b HCD
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