Writing Killer Sales Proposals: Win the Bid & Close the Deal

by Bud Porter-Roth

Book Overview

Whether bidding on a $5,000 project or a $10 million contract, the way a proposal is written and presented can mean the difference between winning or losing the bid. This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1932156712
• ISBN13: 9781932156713
• Release Date: April 2004
• Publisher: Entrepreneur Press
• Length: 331 Pages
• Weight: 1.55 lbs.
• Dimensions: 0.7" x 8.0" x 9.7"

Customer Reviews

A "Must Read" for every proposal and bus. dev. professional

Whether you are preparing to respond to your first Request for Proposal (RFP) or your five hundreth, this book gives you the insight and knowledge gained from real world experience to make your next proposal a winner!Having worked as a proposal manager for nearly 20 years myself, many of the "Tips" provided in this book serve as great reminders of things we sometimes forget to do in our proposal efforts.You will find this book easy to read and follow along as you move from discussions on pre-proposal activity through delivery of orals and other post-proposal delivery actions. The numerous appendices, with their process-flow forms and checklists, will be a godsend to someone who is trying to manage a proposal for the first time. This book is much more than a "How To" guide; it gets into the real "meat of potatoes" of capturing/winning new business through the proposals process.This book will be required reading for every commercial proposal or business development person who works with me in the future.

Notes from the author.....

Writing Killer Sales Proposals is written as a "hands-on" book that you can immediately use to help you write winning proposals. The examples are real examples taken from past work with clients, proposals I've written, and RFPs that I've responded to or written for clients.In Writing Killer Sales Proposals we review important concepts such as the difference between features and benefits and the value of solution selling instead of product selling. We emphasize getting a clear selling theme established early and revisiting that theme as often as possible. And finally, we help you to understand how to organize and structure a proposal process that allows you to work more quickly and efficiently on the proposal mechanics - giving you more time to spend on the business issues, the solution, and pricing.With this new book, I have incorporated my experience as an RFP writer and manager. I have provided many "tips" directly from my experience in reviewing proposals and speaking with others who write RFPs. This experience, as both a proposal writer and an RFP manager, provides me with a unique perspective and viewpoint that few proposal writers can offer in this industry. I hope that this experience shines through in these pages and that it will help you to write better proposals.Bud Porter-RothAuthor