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Handbook For Writing Proposals 2/E : Business Skills and Development - Robert Hamper

Handbook For Writing Proposals 2/E

Business Skills and Development

Paperback Published: 26th August 2010
ISBN: 9780071746489
Number Of Pages: 256

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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.


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"

Introductionp. v
Where to Beginp. 1
Opportunities and Pitfallsp. 3
Types of Proposalsp. 4
Four Key Questionsp. 6
Your Planning Processp. 6
Locating New Businessp. 10
Which Jobs to Targetp. 13
When Not to Write a Proposalp. 15
Characteristics of a Winning Proposalp. 16
9-Step Proposal Process: An Overviewp. 19
9-Step Proposal Preparation and Writing Processp. 22
Bid/No-Bid Analysis and Decisionp. 24
The Proposal Teamp. 24
RFP Analysisp. 24
Preparation Schedulep. 24
Assignment of Tasksp. 25
Development of Program Designp. 26
Development of Front Matter and Executive Summaryp. 26
Producing the Proposalp. 27
Client Presentationp. 28
Selecting the Bid and Choosing the Proposal Teamp. 31
Bid/No-Bid Analysis and Decisionp. 33
The Proposal Teamp. 39
Where to Look for Market Informationp. 44
Finding Your Unique Selling Pointp. 53
Detailed RFP Analysis and Your USPp. 55
Preparation Schedulep. 70
Assignment of Tasksp. 70
Developing Your Program Designp. 77
Program Design-The Heart of Your Proposalp. 79
Your Compliance with the RFPp. 80
Three Parts of the Program Designp. 81
Appendixes in a Proposalp. 105
Summary of a Winning Program Designp. 106
Writing the Front Matter and Executive Summaryp. 109
Front Matter and Executive Summaryp. 111
The Front Matterp. 111
The Executive Summaryp. 120
Common Errorsp. 130
Executive Summary Checklistp. 131
Producing Your Proposalp. 133
Proposal Productionp. 134
Criteria for Using Graphics instead of Wordsp. 137
Using Tables and Graphics Effectivelyp. 139
Designing Tables and Graphicsp. 144
Final Checklistp. 153
Making Client Presentationsp. 155
Presenting the Proposal to the Clientp. 156
Planning Stepsp. 157
Organizing the Presentationp. 161
Practicing the Presentationp. 165
Survival Tipsp. 169
Checklist for Client Presentationsp. 173
Sample Executive Summaryp. 175
Sample Proposalp. 181
Sample Résumé Boilerplatesp. 201
Brief Guide to International Business Englishp. 215
Frequently Confused Wordsp. 229
Frequently Misspelled Wordsp. 237
Indexp. 243
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780071746489
ISBN-10: 007174648X
Series: Business Skills and Development
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 256
Published: 26th August 2010
Country of Publication: US
Dimensions (cm): 23.0 x 15.4  x 1.6
Weight (kg): 0.33
Edition Number: 2
Edition Type: Revised