Million Dollar Consulting Proposals : How to Write a Proposal That's Accepted Every Time

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  • Edition: 1st
  • Format: Paperback
  • Copyright: 11/29/2011
  • Publisher: Wiley
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Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposals Intended for consultants, speakers, and other professional services providers, Million Dollar Consulting® Proposals 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, youll learn how to establish outcome-based business objectives and maximize your success and commensurate fees. From bestselling author Alan Weiss, Million Dollar Consulting Proposals delivers step-by-step guidance on the essential element in creating a million dollar consultancy. Outlines the nine key components to a Million Dollar Consulting proposal structure Presents a dozen Golden Rules for presenting proposals Offers online samples, forms, and templates to maximize the effectiveness of these tools The New York Post calls bestselling author Alan Weiss "one of the most highly regarded independent consultants in America." Alan Weisss expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal.

Author Biography

Alan Weiss, PHD 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 New York Post calls him one of the most highly regarded independent consultants in America.

Table of Contents

Acknowledgmentsp. ix
Introductionp. xi
Business Vows: What Is a Proposal and Why It Is Necessaryp. 1
What They Can Do and What They Can't Dop. 1
Their Place in Your Business Modelp. 5
Why You Don't Provide Proposals for Just Anyonep. 9
The Role of Conceptual Agreementp. 12
The Concept of Value (Not Time and Materials)p. 14
Notesp. 18
Five Steps Toward Great Leaps: How to Prepare Yourself and the Clientp. 19
Determining the Economic Buyerp. 19
Developing Trusting Relationshipsp. 23
Establishing Outcome-Based Business Objectivesp. 27
Establishing Metrics for Progress and Successp. 30
Establishing Value and Impactp. 33
Notesp. 37
Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptancep. 39
Utilizing Mutual, Enlightened Self-interestp. 39
Using Guile and Other Art Formsp. 43
Using Explosivesp. 46
Avoiding Delegationp. 50
Ensuring Supportp. 54
Notep. 56
The Architecture of Successful Proposals: The Million Dollar Consulting“ Proposal Structurep. 57
The Nine Key Componentsp. 57
Notesp. 75
One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to Beatp. 77
Speed and Responsivenessp. 77
Accurate Re-creationsp. 81
Counterintuitive: No Pitch or Promotionp. 85
To Be or Not to Be (In Person)p. 89
Definitive Dates and Timesp. 93
Notesp. 96
Why Bad Things Happen to Good People Who Wait: Moving Mountainsp. 97
How and When to Follow Upp. 97
What to Anticipate and How to Copep. 100
Overcoming Last-Minute Objectionsp. 104
Overcoming Legitimate Obstaclesp. 108
Creating a Signature (or Something Else)p. 111
Notesp. 114
First, Let's Kill All the Lawyers: Shakespeare Really Meant That We Needed Themp. 115
Dealing With the Legal Departmentp. 115
How to Avoid the Legal Departmentp. 118
Utilizing Your Own Attorneyp. 122
Effective and Ineffective Compromisep. 125
The Golden Handshakep. 129
Notesp. 133
The Dreaded RFP (Request for Proposals): Why Fill Out the Truly Boring in Triplicate?p. 135
The Beauties of Being a Sole-Source Providerp. 135
How to Massage RFPs so That They Look Like Youp. 139
How to Offer Additional Valuep. 142
How to Use Public Meetings for Leveragep. 145
When to Run for the Hillsp. 149
Notesp. 152
Retainers Are to Projects as Montrachet Is to Thunderbird: The Wonder of Access to Your Smartsp. 153
The Three Variables of a Retainerp. 153
The Need to Control Scope Creep and Scope Seepp. 157
How to Assertively Pursue Renewalsp. 160
How to Stimulate More Retainersp. 164
In the Unlikely Event You Need Oxygen: We Don't Anticipate a Crash, But There Are Some Things You Ought to Knowp. 171
What to Do With Requests for Delays Based on Time and Moneyp. 171
What to Do If Rejectedp. 175
How to Improve Your Proposals Constantlyp. 178
How to Maximize Your Successes and Feesp. 181
When to Stop Writing Proposalsp. 185
Notep. 187
Virtual Appendixp. 188
Sample Proposalsp. 189
Indexp. 203
Table of Contents provided by Ingram. All Rights Reserved.

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