Million Dollar Consulting Proposals

Alan Weiss 지음

Wiley 2011년 10월 14일 출간

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Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposalsIntended for consultants, speakers, and other professional services providers, Million Dollar Consulting#174; Proposals ends forever the time-consuming and often frustrating process of writing a consulting proposal. It begins with the basicsm-defining these proposals and why they are necessarym-and coaches you through the entire proposal process. In this book, you'll learn how to establish outcome-based business objectives and maximize your success and commensurate fees.From bestselling author Alan Weiss, Million Dollar Consulting Proposals delivers step-by-step guidance on the essential element in creating a million dollar consultancy.Outlines the nine key components to a Million Dollar Consulting proposal structurePresents a dozen Golden Rules for presenting proposalsOffers online samples, forms, and templates to maximize the effectiveness of these toolsThe New York Post calls bestselling author Alan Weiss quot;one of the most highly regarded independent consultants in America.quot;Alan Weiss's expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal.

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Acknowledgments ixIntroduction xiChapter 1 Business Vows: What Is a Proposal and Why It Is Necessary 1What They Can Do and What They Can&-t Do 1Their Place in Your Business Model 5Why You Don&-t Provide Proposals for Just Anyone 9The Role of Conceptual Agreement 12The Concept of Value (Not Time and Materials) 14Notes 18Chapter 2 Five Steps Toward Great Leaps: How to Prepare Yourself and the Client 19Determining the Economic Buyer 19Developing Trusting Relationships 23Establishing Outcome-Based Business Objectives 27Establishing Metrics for Progress and Success 30Establishing Value and Impact 33Notes 37Chapter 3 Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptance 39Utilizing Mutual, Enlightened Self-Interest 39Using Guile and Other Art Forms 43Using Explosives 46Avoiding Delegation 50Ensuring Support 54Note 56Chapter 4 The Architecture of Successful Proposals: The Million Dollar Consulting® Proposal Structure 57The Nine Key Components 57Notes 75Chapter 5 One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to Beat 77Speed and Responsiveness 77Accurate Re-creations 81Counterintuitive: No Pitch or Promotion 85To Be or Not to Be (In Person) 89Defi nitive Dates and Times 93Notes 96Chapter 6 Why Bad Things Happen to Good People Who Wait: Moving Mountains 97How and When to Follow Up 97What to Anticipate and How to Cope 100Overcoming Last-Minute Objections 104Overcoming Legitimate Obstacles 108Creating a Signature (or Something Else) 111Notes 114Chapter 7 First, Let&-s Kill All the Lawyers: Shakespeare Really Meant That We Needed Them 115Dealing With the Legal Department 115How to Avoid the Legal Department 118Utilizing Your Own Attorney 122Effective and Ineffective Compromise 125The Golden Hand

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저자(글) Alan Weiss

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Alan Weiss, PhD, is a consultant, speaker, and bestselling author. He has the strongest independent consulting brand in the world and his firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and more than 500 other leading organizations. His prolific publishing career includes forty-five books, some of which have been on university curricula and translated into nine languages. The New York Post calls him quot;one of the most highly regarded independent consultants in America.quot;