LEADER 00935nam0-22003011i-450- 001 990006856040403321 005 20001010 035 $a000685604 035 $aFED01000685604 035 $a(Aleph)000685604FED01 035 $a000685604 100 $a20001010d--------km-y0itay50------ba 101 0 $aita 105 $ay-------001yy 200 1 $aON institutions that produce and disseminate knowledge$fGiorgio Barba Navaretti ... [e altri]. 210 $aMilano$cFondazione eni Enrico Mattei$d1997. 215 $a38 p.$d21 cm 225 1 $aNote di lavoro della Fondazione ENI Enrico Mattei$v68 676 $a306.42 702 1$aBarba Navaretti,$bGiorgio$f<1960- > 801 0$aIT$bUNINA$gRICA$2UNIMARC 901 $aBK 912 $a990006856040403321 952 $aCOLLEZ. 1703 (68)$b31423$fFSPBC 959 $aFSPBC 996 $aOn institutions that produce and disseminate knowledge$9302180 997 $aUNINA DB $aGEN01 LEADER 01287nam a22002894i 4500 001 991000758449707536 005 20070605114853.0 008 100603s2006 it a b 001 0 ita d 020 $a8851003890 035 $ab13906926-39ule_inst 040 $aDip.to Beni Arti e Storia$bita 100 1 $aDi Benedetto, Almerinda$023013 245 10$aArtisti della decorazione :$bpittura e scultura dell'ecclettismo nei palazzi napoletani fin de siècle /$cAlmerinda Di Benedetto. 260 $a[Napoli] :$bElecta Napoli,$cc2006. 300 $a236 p. :$bill. (in gran parte col.) ;$c28 cm. 504 $aContiene bibliografia (p. 225-231) e indice. 650 4$aArti decorative$zItalia$zNapoli$xStoria$ySec. 19. 650 4$aPitture murali$zItalia$zNapoli$ySec. 19. 650 4$aScultura italiana$zItalia$zNapoli$ySec. 19. 650 4$aNapoli$xPalazzi 907 $a.b13906926$b28-04-17$c03-06-10 912 $a991000758449707536 945 $aLE019 A26 AR D 32$g1$i2019000059251$lle019$op$pE40.00$q-$rl$s- $t0$u5$v2$w5$x0$y.i15139712$z03-06-10 945 $aLE019 A14 AR D 45$g2$i2019000059107$lle019$op$pE40.00$q-$rl$s- $t0$u1$v2$w1$x0$y.i15139724$z03-06-10 996 $aArtisti della decorazione$9227831 997 $aUNISALENTO 998 $ale019$b03-06-10$cm$da $e-$fita$git $h0$i0 LEADER 05938nam 2200721 a 450 001 9910967138903321 005 20240514064319.0 010 $a9786613306500 010 $a9781118150023 010 $a1118150023 010 $a9781283306508 010 $a1283306506 010 $a9781118150009 010 $a1118150007 035 $a(CKB)2550000000056662 035 $a(EBL)817369 035 $a(OCoLC)815647389 035 $a(SSID)ssj0000539147 035 $a(PQKBManifestationID)11314691 035 $a(PQKBTitleCode)TC0000539147 035 $a(PQKBWorkID)10571148 035 $a(PQKB)10390386 035 $a(MiAaPQ)EBC817369 035 $a(Au-PeEL)EBL817369 035 $a(CaPaEBR)ebr10504181 035 $a(CaONFJC)MIL330650 035 $a(Perlego)1013230 035 $a(EXLCZ)992550000000056662 100 $a20110527d2011 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aMillion dollar consulting proposals $ehow to write a proposal that is accepted every time /$fAlan Weiss 205 $a1st ed. 210 $aHoboken, N.J. $cWiley$d2011 215 $a1 online resource (226 p.) 300 $aIncludes index. 311 08$a9781118097533 311 08$a111809753X 327 $aMillion 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 327 $aEstablishing 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 327 $aChapter 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 327 $aDealing 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 327 $aThe 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 330 $a"Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposalsIntended for consultants, speakers, and other professional services providers, Million Dollar Consulting Proposals ends forever the time-consuming and often frustrating process of writing a consulting proposal. It begins with the basics--defining these proposals and why they are necessary--and coaches you through the entire proposal process. In this book, you'll learn how to establish outcome-based business objectives and maximize your success and commensurate fees.From bestselling author Alan Weiss, Million Dollar Consulting Proposals delivers step-by-step guidance on the essential element in creating a million dollar consultancy. Outlines the nine key components to a Million Dollar Consulting proposal structure Presents a dozen Golden Rules for presenting proposals Offers online samples, forms, and templates to maximize the effectiveness of these tools The New York Post calls bestselling author Alan Weiss "one of the most highly regarded independent consultants in America." Alan Weiss's expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal"--$cProvided by publisher. 606 $aBusiness consultants 606 $aConsulting firms$xManagement 606 $aConsultants$xMarketing 615 0$aBusiness consultants. 615 0$aConsulting firms$xManagement. 615 0$aConsultants$xMarketing. 676 $a001 686 $aBUS075000$2bisacsh 700 $aWeiss$b Alan$f1946-$0115546 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910967138903321 996 $aMillion dollar consulting proposals$94357071 997 $aUNINA