Proposal Guide for Business Development Profession - Softcover

Softcover

ISBN 10: 0971424403 ISBN 13: 9780971424401

Inhaltsangabe

A "must have" reference guide for sales and business development professionals. The award-winning Shipley Proposal Guide has helped thousands create winning proposals in virtually any industry. From small letter proposals to large Federal Government proposals, this guide provides best-practices tips for developing a winning proposal.

Sales professionals can influence the buying decision by applying principles found in the guide. See why many major corporations turn to Shipley to help win major contracts.

The full color guide has over 275 pages of vivid helps for proposal writers. It also includes over 20 "model documents", including executive summaries, sales letters, action captions, and strategy statements.

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Larry Newman brings many years of experience together in this masterful resource for sales and business development professionals. He is a sought after trainer, consultant, and speaker and has helped many companies win major contracts by creating winning proposals.

Larry is a Vice President and Partner at Shipely Associates, a global business development and professional services firm focused on helping companies win business.

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"Developing proposals is the lifeblood of every company. The Shipley Proposal Guide is a valuable tool for those in the trenches - it helps them get started with the proposal and provides direction on winning critical business. It's nice to finally have a tool based on years of experience and industry best practices." Michael Humm Vice President, Proposal Operations "This is the most comprehensive proposal guide and reference book I've ever seen. I can't imagine a topic that is not included. I wish that I would have had something like this when I started writing proposals more than 10 years ago."

Proposal Manager, IKON Office Solutions Shipley Associates Proposal Guide for Sales and Business Development Professionals Larry Newman Shipley Associates ¦2004 Shipley Associates. 274 pages 0-9714244-0-3 Reviewed by TODD PETERMAN Senior Proposal Coordinator, APMP Member It is difficult to write a reference book. The scope of a reference book is often so wide even within the context of a specific subject that one is forced to juggle many balls at once. The hope is that not only does one successfully keep the balls in the air, but that one has all the necessary balls in the air to begin with. It is also difficult to review a reference book because, again, the scope of the book is such that one cannot read the book in a progressive, linear fashion in the same way as one can with most other books. So since this reviewer is currently involved in writing a general proposal that gives the overview of a product in such a way that can be used at times when no formal written proposal has been requested, I decided that the best way to review a reference book such as the Shipley Associates Proposal Guide for Business Development Professionals by Larry Newman was to take the book for a test drive. What better way to test the efficacy of such a book than to put it into immediate practice to see whether both the book's principles and practices worked? The Shipley Associates Proposal Guide has three self-proclaimed aims, which are: 1. Help individuals and organizations win competitive business more effectively, efficiently, and consistently. 2. Offer clear guidance to business development professionals that is practical and easy to find. 3. Record best-practice guidelines. For the purposes of this review, the second and third aim were immediately germane. As a beginning approach, I perused the format of the book. The format is an alphabetical and cross-referenced guide to general and specific concepts within the world of proposal writing. Having a few general concepts and some specific ideas in mind that I wanted to research, I looked them up. This was quite easy to accomplish since the alphabetical arrangement of all concepts and ideas allowed me to find the first quite easily. I wanted an idea of the process of proposal writing that was recommended as most efficient. The section marked "Process" was quickly found and contained a graphic that encapsulated the specific points of the section. I read the list and was able to understand the author¡¦s train of thought. After this graphic, each point was then elaborated in its own minor section. Since the explanation of the process was written in a linear manner, I found that reading the entire section actually helped to cement the general concept. The writing was vibrant! , concise, and useful. And one of the cross-references even directed me to my next section of interest, the "Proposal Management Plan." Again, the beginning graphic and text guided me through the points to be covered. This allowed me to choose which points I wanted to focus on, and which I could come back to in the future. The next section I wanted to read was that of "Graphics". Again, the alphabetical arrangement allowed me to find it quickly and scan the salient points. As I read through this section, not only were the text interesting and the accompanying graphics compelling, but I found that the cross-references interested me in further reading. And so, I found myself referencing other related subjects to further enhance the text of the "Graphics" section. This section pointed the way to related sections like "Customer Focus", "Color" and "Action Captions." I not only found a wealth of useful information, but also found that all the information was cohesive. In the course of this review, I found that all of the subjects that I wanted to research naturally fell into line due to the format of this book. It built a gestalt of presentation logic that can be a valuable resource to all those who write, market, and even speak for a living. Although a natural skeptic, I was delighted by this book. The main reason was that the author practiced what he preaches on every page. The design of the book is interesting and accessible. The text is crisp and useful. And the principles are logical and dynamic. The second and third aims of the book hit their target. The first aim really depends upon the reader. This is a book that a proposal writer can truly use and recommend.

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Action Captions

Action captions suggest action. Readers of an action caption should accept your ideas and begin to accept your proposal as the best solution to their needs.

While the graphic catches the reader's eye, the caption must deliver the persuasive message. Good captions interpret, inform, and persuade.

A graphic and its action caption enable the evaluator to grasp your key message without having to search the text for an explanation. Many evaluators, especially key decision makers, have little time and will skim your proposal. If the point of a graphic is not obvious, they will simply turn the page.

Place an action caption beside every graphic in your proposal, including photos, drawings, charts, graphs, tables, and even spread sheets. While not universally done in all business documents, labeling all types of graphics makes it easier for the evaluator and will simplify proposal production.

Graphics attract the evaluator's eye - action captions add your "spin" or interpretation. If you do not interpret the graphic, evaluators are left to draw their own conclusion. Evaluators read proposals with much skepticism. Why risk unfavorable interpretations when you can offer a clear, supportable interpretation with an action caption.

Captions are far more likely to be read than body text. Once a point is made in the caption, you do not have to repeat in in the body text. However, key points should be repeated for emphasis in slightly different words.

Details zur Ausgabe

• Erscheinungsdatum: 1900
• Sprache: Englisch
• ISBN 10: 0971424403
• ISBN 13: 9780971424401
• Einband: Taschenbuch
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar