The most important skill an independent consultant can possess is skill in marketing. A revised and updated edition of a guide to proposal writing, this book shows how to write winning proposals and use them to best advantage. It incorporates new material on using a PC and available software for marketing consulting services generally and for writing proposals especially. There is also a discussion on how the US government, by far the largest market for consulting services, is revamping its procurement systems to increase efficiency and control.
Table of Contents
An Orientation in Proposals. What It Takes to Write a Good Proposal. The Development of Effective Strategies. Some Basics of Sales and Marketing. Gathering Market Intelligence. Making a Beginning. Program Design. Writing, Communication, and Persuasiveness. Special Presentation Guides and Strategies. Graphics. The Executive Summary (and Other Matter). Common Problems and Ideas for Solutions. Miscellaneous Useful Information for Proposal Writing. Index.
About the author HERMAN HOLTZ is one of America's leading consulting authorities and the author of numerous bestselling books on consulting, sales, and marketing, including How to Succeed as an Independent Consultant, The Direct Marketer's Workbook, and The Consultant's Guide to Winning Clients.