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Full Description
Acquire the necessary skills to win business through proposals, bids, tenders, and presentations—this hands-on guide is your partner for success
You have in your hands the collected knowledge and skills of the professional proposal writer. Proposal writing is a profession — a growing and increasingly important one and an essential part of a broader group of business development professionals who plan and execute strategies for businesses who want to obtain new customers. Proposal writers have a professional organization — the Association of Proposal Management Professionals (APMP) — and their best practices are the foundation for this book.
Proposal writing is a skill you can learn, practice, and master; you can even go through a professional certification process to prove your mastery. Writing Business Bids & Proposals For Dummies is your no-nonsense guide to finding out what professional proposal writers know and for applying it to your own business.
If you're a small- to medium-size business owner, a first-time proposal writer in a medium-size company, or a sales representative, you know that a written proposal (printed or electronic) is still a common, personal, and effective way to win business. Written in plain English, Writing Business Bids & Proposals For Dummies will help you to:
Know the difference between reactive proposals (the RFP or request for proposal) and proactive proposals
Focus on the customer by going beyond their requirements to address their true needs
Know your competition through research and analysis
Write persuasively to develop a winning business proposal
Plan and use a repeatable proposal process
Incorporate a lessons learned aspect to your proposal process
Use tools and templates to accelerate your proposals
Motivate and lead your proposal team to ensure they're on the same page
Use graphics to enhance your proposals
Learn ways to automate your proposal development process
And a whole lot more
Additionally, you'll gain access to ten templates for building a proposal, find out ten common misconceptions about bids and proposals, and add a compiled list of online resources to your toolset. Grab a copy of Writing Business Bids & Proposals For Dummies to start sharpening your proposal writing skillset.
Contents
Introduction 1
Part 1: Understanding Proposal Development 7
CHAPTER 1: Introducing Bids and Proposals 9
CHAPTER 2: Understanding Different Types of Proposals 25
Part 2: Focusing on Your Customer 53
CHAPTER 3: Building Customer Relationships 55
CHAPTER 4: Giving Your Customers What They Ask For (And More) 77
CHAPTER 5: Sizing Up Your Competition 103
Part 3: Planning Your Approach 123
CHAPTER 6: Developing Your Proposal Process 125
CHAPTER 7: Setting Yourself Apart From Your Competitors 155
CHAPTER 8: Keeping Your Proposal on Track 169
Part 4: Creating Your Proposal 193
CHAPTER 9: Developing Your Proposal 195
CHAPTER 10: Applying the Principles of Good Writing: Structuring Your Argument 221
CHAPTER 11: Making Your Proposals Look Good 251
CHAPTER 12: Getting Your Proposal Out the Door 275
Part 5: Taking Your Proposal to the Next Level 297
CHAPTER 13: Using Tools and Templates to Accelerate Your Proposals 299
CHAPTER 14: Leading Proposal Teams Effectively 323
CHAPTER 15: Making Each Proposal Better than the Last 345
Part 6: The Part of Tens 363
CHAPTER 16: Ten Templates for Building Your Proposal 365
CHAPTER 17: Ten Common Misconceptions about Bids and Proposals 371
Appendix: Online Resources 379
Index 383
