{"product_id":"million-dollar-consulting-proposals-isbn-9781118097533","title":"Million Dollar Consulting Proposals","description":"\u003cb\u003eBestselling author of \u003ci\u003eMillion Dollar Consulting\u003c\/i\u003e shares the secrets of writing winning proposals\u003c\/b\u003e  \u003cp\u003eIntended for consultants, speakers, and other professional services providers, \u003ci\u003eMillion Dollar Consulting® Proposals\u003c\/i\u003e ends forever the time-consuming and often frustrating process of writing a consulting proposal. It begins with the basics—defining these proposals and why they are necessary—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.\u003c\/p\u003e \u003cp\u003eFrom bestselling author Alan Weiss, \u003ci\u003eMillion Dollar Consulting Proposals\u003c\/i\u003e delivers step-by-step guidance on the essential element in creating a million dollar consultancy.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eOutlines the nine key components to a Million Dollar Consulting proposal structure\u003c\/li\u003e \u003cli\u003ePresents a dozen Golden Rules for presenting proposals\u003c\/li\u003e \u003cli\u003eOffers online samples, forms, and templates to maximize the effectiveness of these tools\u003c\/li\u003e \u003cli\u003eThe \u003ci\u003eNew York Post\u003c\/i\u003e calls bestselling author Alan Weiss \"one of the most highly regarded independent consultants in America.\"\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eAlan Weiss's expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal.\u003c\/p\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 \u003cb\u003eAlan Weiss, PhD,\u003c\/b\u003e 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 \u003ci\u003eNew York Post\u003c\/i\u003e calls him \"one of the most highly regarded independent consultants in America.\"  \u003cb\u003eThe bestselling author of Million Dollar Consulting shares the secrets of writing winning proposals\u003c\/b\u003e  \u003cp\u003e\u003cb\u003eMillion Dollar Consulting® Proposals\u003c\/b\u003e forever ends the time-consuming and often frustrating process of writing a consulting proposal. Weiss offers step-by-step advice on the essential elements of a million dollar consultancy, including the nine key components of a Million Dollar Consulting proposal structure and the Golden Rules for presenting it. You'll also learn how to get past the goblins at the gate, establish trusting relationships, and time your follow-ups with precision. Acquire the skills to effectively deal with legal departments, secure retainers, and constantly hone your technique.\u003c\/p\u003e \u003cp\u003eAlan Weiss's expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal.\u003c\/p\u003e \u003cp\u003e\"Where other consultants complicate and jargon-ize, Alan provides simple, counterintuitive common sense. He poses basic questions (like 'What is a proposal?') that we think we know the answer to only to find out that we don't. There is no denying the unmistakable rationale that pervades the principles laid out in this book. Yet so many of us do not follow these principles because of bad habits we have picked up over time. Alan's advice helped us build growth and value in our business and sustain it over many years. The advice contained in this book will help many others do the same.\"—Dr. Joe Zammit-Lucia, artist, author, entrepreneur, and founder and President ofWeb of Life Foundation (www.wolfoundation.org)\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989627650277,"sku":"NP9781118097533","price":27.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118097533.jpg?v=1761784868","url":"https:\/\/k12savings.com\/es\/products\/million-dollar-consulting-proposals-isbn-9781118097533","provider":"K12savings","version":"1.0","type":"link"}