Million Dollar Consulting Proposals : How to Write a Proposal That's Accepted Every Time.

Million Dollar Consulting Proposals : How to Write a Proposal That's Accepted Every Time.

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 pr...

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Bibliographic Details
Main Author: Weiss, Alan
Format: eBook
Language:English
Published: New York : Wiley, 2011.
Subjects:
Business consultants.
Consulting firms > Management.
Consultants > Marketing.
BUSINESS & ECONOMICS > Consulting.
REFERENCE > Questions & Answers.
Business consultants
Consultants > Marketing
Consulting firms > Management
Online Access:Click for online access
Table of Contents:
  • 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.
  • 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.
  • 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.
  • 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.
  • 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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