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Powerful proposals [[electronic resource] ] : how to give your business the winning edge / / David G. Pugh and Terry R. Bacon
| Powerful proposals [[electronic resource] ] : how to give your business the winning edge / / David G. Pugh and Terry R. Bacon |
| Autore | Pugh David G (David George), <1944-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : American Management Association, c2005 |
| Descrizione fisica | xv, 254 p. : ill |
| Disciplina | 658.4/53 |
| Altri autori (Persone) | BaconTerry R |
| Soggetto topico |
Business writing
Proposal writing in business |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-281-12684-5
9786611126841 0-8144-2849-5 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910449778203321 |
Pugh David G (David George), <1944->
|
||
| New York, : American Management Association, c2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Powerful proposals [[electronic resource] ] : how to give your business the winning edge / / David G. Pugh and Terry R. Bacon
| Powerful proposals [[electronic resource] ] : how to give your business the winning edge / / David G. Pugh and Terry R. Bacon |
| Autore | Pugh David G (David George), <1944-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : American Management Association, c2005 |
| Descrizione fisica | xv, 254 p. : ill |
| Disciplina | 658.4/53 |
| Altri autori (Persone) | BaconTerry R |
| Soggetto topico |
Business writing
Proposal writing in business |
| ISBN |
1-281-12684-5
9786611126841 0-8144-2849-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910783278203321 |
|
Pugh David G (David George), <1944->
|
||
| New York, : American Management Association, c2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Powerful proposals : how to give your business the winning edge / / David G. Pugh and Terry R. Bacon
| Powerful proposals : how to give your business the winning edge / / David G. Pugh and Terry R. Bacon |
| Autore | Pugh David G (David George), <1944-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : American Management Association, c2005 |
| Descrizione fisica | xv, 254 p. : ill |
| Disciplina | 658.4/53 |
| Altri autori (Persone) | BaconTerry R |
| Soggetto topico |
Business writing
Proposal writing in business |
| ISBN |
9786611126841
9781281126849 1281126845 9780814428498 0814428495 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover -- Contents -- Acknowledgments -- Introduction -- Chapter 1: The Power of the A+ Proposal -- The Proposal: The Make or Break Move -- How to Put the ''Power'' into Your Proposals -- Be Compliant: Powerful Proposals Give Customers What They Request -- Be Responsive: Powerful Proposals Address Customers' Needs, Key Issues, Values, and Goals -- What Proposals Reveal About You -- Six Key Elements of High-Quality Proposals -- 1. Boilerplate -- 2. Customer Focus -- 3. Creative Page Design -- 4. Compelling Story -- 5. Executive Summary -- 6. Ease of Evaluation -- Evaluating Proposals: The Best and the Worst -- Challenges for Readers -- Chapter 2: A Simple Notion: A Proposal Must Sell, Not Just Tell -- The DNA of Proposals: How Organizations Buy Products and Services -- Purpose -- Audience -- Organization -- Reader Intent -- How Buying Decisions Are Made -- They Won't Buy, Unless You Sell -- Powerful Proposals: Simple, Clear, and Precise -- Four Compelling Questions Every Proposal Must Answer -- Question 1: Why Us? -- Question 2: Why Not Them? -- Question 3: So What? -- Question 4: How So? -- Challenges for Readers -- Chapter 3: Getting Your Message Across: Technical Proposals for Every Reader -- The Competitive Advantage: Reader-Friendly Proposals That Sell -- Compete by Communicating -- Know Your Audience -- Overcome Differences -- Designing the Proposal -- Two Messages, One Proposal -- Double-Exposure Techniques -- Challenges for Readers -- Chapter 4: Selling the Benefits: Customer-Oriented Proposals -- Why Steak Without Sizzle Is Not Enough -- Customer-Oriented Proposals -- Who Are the Buyers? -- What Buyers Look For -- The ''Me'' Proposal -- Reading the Customer's Mind: The ''You'' Proposal -- Five Essential Components of a Customer-Focused Proposal -- Uncover and Respond to the Customer's Underlying Need.
Address All of the Requirements and Requests -- Mirror the RFP -- Emphasize Benefits, Especially Intangible Ones -- Develop an Effective Proposal Strategy -- Challenges for Readers -- Chapter 5: What It Takes to Win: Credibility, Acceptability, and Preference -- Establishing Credibility -- The Right Experience -- The Right Solution -- The Right Technology -- The Right Team -- Establishing Acceptability -- Negotiable Terms -- Competitive Price -- Conducive Political Environment -- Creating Preference -- The Right Relationships -- A Compelling Story -- Winning Behaviors -- Challenges for Readers -- Chapter 6: Winning Executive Summaries: Your Most Powerful Selling Tool -- The State of the Art: High-Tech Summaries -- A Powerful Executive Summary: Focus on the Benefits -- Preparing to Create an Executive Summary -- Develop Your Win Strategy -- Build a Compelling Story Line -- The GIFBP Matrix -- How to Design an Executive Summary with Impact -- Brochure Format: Your Best Sales Tool -- Issues-Driven Executive Summary -- Ad-Style Executive Summary -- Four-Page Executive Summary -- Product-Emulation Executive Summary -- Customer-Empathy Executive Summary -- Living Executive Summary: An Evolving Sales Tool -- The Five Steps -- Executive Summary Quality Check -- Challenges for Readers -- Chapter 7: Timing Is Everything: Positioning to Win -- How to Position Your Company to Be a Key Player -- Begin Early: Build Relationships, Develop Influence, and Win the Customer -- Creating a Companywide ''Can-Do'' Attitude -- Challenges for Readers -- Chapter 8: Proposal Management: The Art of Containing Chaos -- Front-Loading the Effort: Plan and Design -- Freezing the Offer -- Planning for and Conducting a Superior Kickoff Meeting -- Solidify the Team -- Lay the Foundation: Proposal Planning -- Establish Credibility: The Process -- A Failed Kickoff: Danger Ahead. Revising for Quality: The Final Touches -- Challenges for Readers -- Chapter 9: Getting It Written, Getting It Right: Guide to Creating Compelling Proposals -- The Seven-Step Section Development Process -- Step 1: Determine the Content -- Step 2: Organize the Content -- Step 3: Develop the Themes -- Step 4. Develop the Visuals -- Step 5: Develop the Proofs -- Step 6: Create a Mock-Up -- Step 7: Draft the Section -- Challenges for Readers -- Chapter 10: The Review Process: Making Sure the Power Is in the Proposal -- The Role of Reviews in the Proposal Process -- Themes and Visuals: The Contributions of the Pink Team -- Pink Team Objectives -- Pink Team Process -- Applying the Pink Team Review to the Final Draft -- Does It Have What It Takes: The Red Team Review -- Who Is Needed: Selecting Team Members -- Red Team Objectives -- Red Team Process -- Long-Term Benefits -- Challenges for Readers -- Chapter 11: Learning Forward: Win or Lose Protocols for Continuous Improvement -- Administering the Protocols -- Client Interview -- Internal Review -- Lessons Learned -- Improvement/Implementation Plan -- Challenges for Readers -- Appendix A: The Ultimate Weapon: Maximize Proposal Effectiveness with Techies Who Can Sell -- Challenges for Readers -- Appendix B: Models of Issue-Driven and Ad-Style Executive Summaries -- Index -- A -- B -- C -- D -- E -- F -- G -- H -- I -- K -- L -- M -- N -- O -- P -- R -- S -- T -- U -- V -- W -- Y -- Z -- About the Authors. |
| Altri titoli varianti | How to give your buisness the winning edge |
| Record Nr. | UNINA-9910970011103321 |
|
Pugh David G (David George), <1944->
|
||
| New York, : American Management Association, c2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||