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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.
About the author
TERRY R. BACON (Durango, CO) is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want, and The Elements of Power (978-0-8144-1511-5).
David G. Pugh is a coauthor of "Winning Behavior" (0-8144-7163-3) and "The Behavioral Advantage" (0-8144-7225-7), and cofounder of the Lore Institute, a professional development and corporate education company.
Summary
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 helpful resource 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 you 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.
