{"product_id":"million-dollar-consulting-proposals-9781118097533","title":"Million Dollar Consulting Proposals","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eBestselling author of Million Dollar Consulting shares the secrets of writing winning proposals    Intended for consultants, speakers, and other professional services providers, Million Dollar Consulting(R) Proposals ends forever the time-consuming and often frustrating process of writing a consulting proposal.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003eIntroduction xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Business Vows: What Is a Proposal and Why It Is Necessary 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat They Can Do and What They Can’t Do 1\u003c\/p\u003e \u003cp\u003eTheir Place in Your Business Model 5\u003c\/p\u003e \u003cp\u003eWhy You Don’t Provide Proposals for Just Anyone 9\u003c\/p\u003e \u003cp\u003eThe Role of Conceptual Agreement 12\u003c\/p\u003e \u003cp\u003eThe Concept of Value (Not Time and Materials) 14\u003c\/p\u003e \u003cp\u003eNotes 18\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Five Steps Toward Great Leaps: How to Prepare Yourself and the Client 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDetermining the Economic Buyer 19\u003c\/p\u003e \u003cp\u003eDeveloping Trusting Relationships 23\u003c\/p\u003e \u003cp\u003eEstablishing Outcome-Based Business Objectives 27\u003c\/p\u003e \u003cp\u003eEstablishing Metrics for Progress and Success 30\u003c\/p\u003e \u003cp\u003eEstablishing Value and Impact 33\u003c\/p\u003e \u003cp\u003eNotes 37\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptance 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUtilizing Mutual, Enlightened Self-Interest 39\u003c\/p\u003e \u003cp\u003eUsing Guile and Other Art Forms 43\u003c\/p\u003e \u003cp\u003eUsing Explosives 46\u003c\/p\u003e \u003cp\u003eAvoiding Delegation 50\u003c\/p\u003e \u003cp\u003eEnsuring Support 54\u003c\/p\u003e \u003cp\u003eNote 56\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 The Architecture of Successful Proposals: The Million Dollar Consulting\u003csup\u003e®\u003c\/sup\u003e Proposal Structure 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Nine Key Components 57\u003c\/p\u003e \u003cp\u003eNotes 75\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to Beat 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSpeed and Responsiveness 77\u003c\/p\u003e \u003cp\u003eAccurate Re-creations 81\u003c\/p\u003e \u003cp\u003eCounterintuitive: No Pitch or Promotion 85\u003c\/p\u003e \u003cp\u003eTo Be or Not to Be (In Person) 89\u003c\/p\u003e \u003cp\u003eDefinitive Dates and Times 93\u003c\/p\u003e \u003cp\u003eNotes 96\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Why Bad Things Happen to Good People Who Wait: Moving Mountains 97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow and When to Follow Up 97\u003c\/p\u003e \u003cp\u003eWhat to Anticipate and How to Cope 100\u003c\/p\u003e \u003cp\u003eOvercoming Last-Minute Objections 104\u003c\/p\u003e \u003cp\u003eOvercoming Legitimate Obstacles 108\u003c\/p\u003e \u003cp\u003eCreating a Signature (or Something Else) 111\u003c\/p\u003e \u003cp\u003eNotes 114\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 First, Let’s Kill All the Lawyers: Shakespeare Really Meant That We Needed Them 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDealing With the Legal Department 115\u003c\/p\u003e \u003cp\u003eHow to Avoid the Legal Department 118\u003c\/p\u003e \u003cp\u003eUtilizing Your Own Attorney 122\u003c\/p\u003e \u003cp\u003eEffective and Ineffective Compromise 125\u003c\/p\u003e \u003cp\u003eThe Golden Handshake 129\u003c\/p\u003e \u003cp\u003eNotes 133\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 The Dreaded RFP (Request for Proposals): Why Fill Out the Truly Boring in Triplicate? 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Beauties of Being a Sole-Source Provider 135\u003c\/p\u003e \u003cp\u003eHow to Massage RFPs so That They Look Like You 139\u003c\/p\u003e \u003cp\u003eHow to Offer Additional Value 142\u003c\/p\u003e \u003cp\u003eHow to Use Public Meetings for Leverage 145\u003c\/p\u003e \u003cp\u003eWhen to Run for the Hills 149\u003c\/p\u003e \u003cp\u003eNotes 152\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Retainers Are to Projects as Montrachet Is to Thunderbird: The Wonder of Access to Your Smarts 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Three Variables of a Retainer 153\u003c\/p\u003e \u003cp\u003eThe Need to Control Scope Creep and Scope Seep 157\u003c\/p\u003e \u003cp\u003eHow to Assertively Pursue Renewals 160\u003c\/p\u003e \u003cp\u003eHow to Stimulate More Retainers 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 In the Unlikely Event You Need Oxygen: We Don’t Anticipate a Crash, But There are Some Things You Ought to Know 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat to Do With Requests for Delays Based on Time and Money 171\u003c\/p\u003e \u003cp\u003eWhat to Do If Rejected 175\u003c\/p\u003e \u003cp\u003eHow to Improve Your Proposals Constantly 178\u003c\/p\u003e \u003cp\u003eHow to Maximize Your Successes and Fees 181\u003c\/p\u003e \u003cp\u003eWhen to Stop Writing Proposals 185\u003c\/p\u003e \u003cp\u003eNote 187\u003c\/p\u003e \u003cp\u003eVirtual Appendix 188\u003c\/p\u003e \u003cp\u003eSample Proposals 189\u003c\/p\u003e \u003cp\u003eIndex 203\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49406829625687,"sku":"9781118097533","price":17.81,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781118097533.jpg?v=1730497259","url":"https:\/\/bookcurl.com\/products\/million-dollar-consulting-proposals-9781118097533","provider":"Book Curl","version":"1.0","type":"link"}