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Proven techniques and invaluable advice for writing winning business proposals―revised and updated!
What makes a winning business proposal? It highlights your skills and services, meets your client's needs, and clearly sets you apart from the competition.
Since 1995, Handbook for Writing Proposals has helped thousands of professionals develop winning proposals. This exceptional handbook guides you through the unique nine-step proposal-writing process from the initial RFP to the client presentation. In this revised and updated version, the authors show you how to:
- Choose the RFPs that give you the best chance of success
- Showcase your company's skills and services
- Set realistic time/cost schedules and budgets
- Avoid the mistakes that sink most proposals
- Build client relationships that bring you repeat business
- Tailor your writing for an international business audience
The second edition also offers you a wealth of downloadable forms and checklists that you can adapt for your own proposal-writing process.
Whether you own your own business, need to train your corporate staff, or simply want to improve your skills, Handbook for Writing Proposals, second edition will show you how to profit from every proposal you write.
Praise
This book guides you through the process of creating the best impression of your sweat equity to your customer. Whether you need to polish up and improve every aspect of the proposal or just certain elements, this book will fill the need. Remember, the economics of gain only occur when a customer feels you’ve fulfilled a need and created value.
Paul V. Baron, President, In-Store Bakery Division, The Quarter Oats Company
Handbook for Writing Proposals offers a wealth of down-to-earth, practical guidance on all phases of proposal writing. The book is well organized and full of concrete ideas that are easy to include in real-life situations. The sample letters, checklists, budgets, and proposals are extremely valuable. This book is a great resource for anyone whose success depends on convincing others through the proposal process.
Richard M. Sawdey, Former Vice President and Secretary, R. R. Donnelley & Sons Company
- Sales Rank: #101693 in Books
- Published on: 2010-08-26
- Released on: 2010-08-05
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .58" w x 6.00" l, .77 pounds
- Binding: Paperback
- 256 pages
From the Back Cover
In this easy-to-use, concise, and thorough handbook, two veteran business professionals guide you through the entire proposal-writing process, from the initial contact through completion and followup. You'll benefit from the authors' expertise and insight on:
- Which jobs to target-and which to pass up
- Setting up a strong proposal team
- Evaluating potential projects
- Preparing schedules and identifying tasks
- Writing and producing a first-rate proposal
- Delivering a show-stopping client presentation
About the Author
Robert J. Hamper was a professor in the Graduate School of Business at Dominican University and Loyola University of Chicago and is currently a private business consultant.
L. Sue Baugh worked as a senior editor at Booz, Allen & Hamilton, Inc., one of the world's largest management consultant firms, helping consultants develop proposals for industry, government, and nonprofit clients.
Both authors reside in Chicago, IL.
Most helpful customer reviews
4 of 4 people found the following review helpful.
Director of Corporate Computer and Telecommunication sales
By MJK
This book has topped the first edition by filling in all the left out material and updated all current material to make it the "go to book" for proposal writing. The downloadable forms are excellent and saves me and my staff many hours rather than starting from scratch, and that alone is worth the price of just the book. It is written at a level that all can understand. The ebook is great, for my people are on the road alot and can constantly keep up the material. I can not wait for their web site with more examples and interactions. I see nothing left out of great significance. I have had my entire national sales force purchase this book for their proposal writing on selling our products and services. Most people think that proposal books are only for grants, and the like. But the majority of proposals are from sales people in selling their products to their target audiences. This book excels at that. The American Marketing Association has backed this book at a meeting for the reasons just sited and more. So far, my expections have been far exceeded.
This is a must have book and also to keep in your reference library.
M. Kip
2 of 2 people found the following review helpful.
Needs a Third Edition
By Amazon Customer
I've been writing proposals (alone or in small groups) according to a format preferred by my Boss, added to over time by several people. I suspect our winning bids and proposals are due to our competitive pricing, because our proposals bare only a vague resemblance to what Hamper includes here.
I found many elements of the book very helpful, especially breaking down what needs to happen in terms of research and preparation before writing begins.
I wish that the team had gone into more detail about some elements-- as a creative person, my knowledge of business processes is sort of vague. I also noticed that in the four years since its last revision many resources have changed their names and web addresses, and at least one has ceased to exist. Most of the research sources are expensive database subscription solutions, otherwise easily accessible through the public library. The most glaring problem with the resources attached to the book (downloadable through McGraw Hill's website) is that they're rough drafts of finished products. There are editor and author production notes in red which should have been removed prior to publishing. A few tables look like they are hand drawn. I actually reproduced several printed tables as Word tables to clean them up and make them usable.
In the end, there is very helpful content here, but be aware that it is dated and once you actually are working with the information included here, it needs lots of adapting to fit individual work situations.
3 of 3 people found the following review helpful.
My Proposal Bible
By Allison
Straightforward and to-the-point, exactly what I need, when I need it. The example budgets, letters, and proposals are worth the price of the book alone.
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