Persuasive Business Proposals: Writing to Win More Customers, Clients, & Contracts, Edition 3

Tom Sant

abr 2012 · HarperChristian + ORM

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Most people find proposal writing to be tedious and time-consuming--and their documents show it, but proposal writing is about more than checking off boxes on a list of requirements.

Writing a winning proposal is vital to getting a ‘yes’ on your next bid. That’s why Tom Sant, a proposal consultant for Global 500 companies and the creator of widely used proposal automation systems, has spent his career providing hands-on guidance for crafting powerful proposals and RFPs.

In Persuasive Business Proposals, he shares the same insights with you--teaching you what a good proposal is not and explaining the value of a proposal as an important and effective sales tool for driving business. You’ll learn how to:

• attract prospects’ attention and speak to their needs;
• ask essential questions for qualifying opportunities;
• “power up” cover letters and executive summaries;
• overcome “value paranoia”;
• incorporate proof into a proposal;
• and write winning renewal contracts.

With clear instructions as well as before-and-after samples, the third edition of Persuasive Business Proposals takes you step-by-step through a highly effective process for writing customized packages that capture new business.

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TOM SANT is a renowned proposal consultant, whose clients range from small entrepreneurial operations to Global 500 companies, including General Electric, Microsoft, Lucent, and Accenture. He is the creator of the world's most widely used proposal automation systems, ProposalMaster and RFPMaster.