Powerful Proposals: How to Give Your Business the Winning Edge

  • 3h 59m
  • David G. Pugh, Terry R. Bacon
  • 2005

How does a company constantly win more business than its rivals? A key factor is the ability to create proposals that outshine those from even the strongest competitors. Powerful Proposals helps businesses maximize the selling power of their proposals, with proven strategies for going beyond "this is what we do" documents in favor of customer-centered offers that highlight the tangible benefits your company offers. This powerful process offers tools and techniques that will let any firm:

  • assess their "winner or loser" proposal status and take proactive steps to become a winner
  • address the "Big Four" questions that a proposal must answer to be successful
  • create "A+" proposals in less time with less wasted effort via a simple, repeatable process
  • neutralize the issue of price when the firm is not the low-price provider

Powerful Proposals takes readers step by step through designing executive summaries, writing themes, and generating the text. There is also valuable information on strategy, graphics, callouts, and other visual elements.

About the Authors

David G. Pugh and Terry R. Bacon (Durango, CO) are coauthors of Winning Behavior and The Behavioral Advantage, and cofounders of the Lore Institute, a professional development and corporate education company. Bacon is also the author of Selling to Major Accounts.

In this Book

  • The Power of the A+ Proposal
  • A Simple Notion—A Proposal Must Sell, Not Just Tell
  • Getting Your Message Across—Technical Proposals for Every Reader
  • Selling the Benefits—Customer-Oriented Proposals
  • What it Takes to Win—Credibility, Acceptability, and Preference
  • Winning Executive Summaries—Your Most Powerful Selling Tool
  • Timing is Everything—Positioning to Win
  • Proposal Management—The Art of Containing Chaos
  • Getting it Written, Getting it Right—Guide to Creating Compelling Proposals
  • The Review Process—Making Sure the Power is in the Proposal
  • Learning Forward—Win or Lose Protocols for Continuous Improvement