Robert J. Hamper - Handbook For Writing Proposals, Second Edition
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What makes a winning business proposal? It highlights your skills and services, meets your clients 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 companys 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.
Praise
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 youve 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
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SECOND EDITION
Robert J. Hamper and L. Sue Baugh
Copyright 2011, 1995 by McGraw-Hill. All rights reserved. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher.
ISBN: 978-0-07-174649-6
MHID: 0-07-174649-8
The material in this eBook also appears in the print version of this title: ISBN: 978-0-07-174648-9, MHID: 0-07-174648-X.
All trademarks are trademarks of their respective owners. Rather than put a trademark symbol after every occurrence of a trademarked name, we use names in an editorial fashion only, and to the benefit of the trademark owner, with no intention of infringement of the trademark. Where such designations appear in this book, they have been printed with initial caps.
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To Norm and Mary, who supported us throughout the development of this book.
To the entrepreneurs who risk it all to achieve their dreams and to the corporate managers who are the heart and soul of their companies.
TERMS OF USE
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Today, a record number of people are going into business for themselves, either on their own or with others. To survive, they must learn quickly how to attract and win clients. In the corporate world, more companies are chasing fewer dollars. Corporate managers and marketing/sales staff need to prepare superior proposals to win client business.
If you have launched your own business, are a manager in any size corporation, or simply want to improve your proposal process, Handbook for Writing Proposals is for you. In this book, you will discover how to find bids, how to evaluate which bids you should pursue, and how to develop winning proposals, including personal client presentations.
In this second edition, we provide more detailed information on how to prepare budgets and time/cost estimates. We also include tips on using international business English. In todays global market, your proposal may be read by managers or executives who are not native English speakers. As an added feature, the second edition offers downloadable forms that can be edited and customized for your companys use.
You can work straight through this book or find the chapter that gives you the specific information you need. We cover eight essential topics:
How do you know where to start? explains that the real starting point is developing your marketing strategy. What business are you in and why are you in it? By knowing your business strategy, you will be able to target clients and bids that support your strategy and increase your chances of building a successful business.
What is the proposal process? provides an overview of the 9-step proposal process. This chapter briefly describes the steps you need to take from the moment the request for proposal (RFP) arrives through the final proposal production and client presentation stages.
How do you select and choose a proposal team? also shows you how to build an effective proposal team. The final section in this chapter describes how to find market research information easily and quickly. We provide a list of major databases available to any firm.
What is your unique selling point (USP)? What do you have to offer the client that will make you stand out from your competition? discusses ways to find the clients stated and unstated problems and needs that can inspire your unique selling point.
How do you create the best program design? Clients want to know what you can do for them and why you, rather than your competition, should be hired for the job. explains in detail how you can develop a solid, powerful program design that shows potential clients that you understand their problems and needs, have the best solution for their situation, and are the best company for the job.
What goes into a complete proposal? The body of the proposal is only part of what makes a winning document. shows you how to develop an effective cover or transmittal letter and an executive summary and how to establish a format for your proposal design. Clients must be able to find their way through your proposal documents easily.
How do you use tables and graphics? With todays design software, even one-person companies can produce impressive focuses on producing your proposal, particularly the effective use of tables and graphics to support your text.
How do you make an effective client presentation? Translating your written proposal into a winning presentation is as much art as science. covers the process from initial planning, organization, and practice to the actual presentation itselfsetting up for success and handling troublesome questions from the client. This chapter helps you make the best impression on the client.
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