The Consultant's Guide to Results-Driven Business Proposals: How to Write Proposals That Forecast Impact and ROI

by Phillips, Jack; Phillips, Patti

• ISBN13: 9780071638807
• ISBN10: 0071638806
• Edition: 1st
• Format: Hardcover
• Copyright: 2010-01-05
• Publisher: McGraw-Hill Education

Summary

The most successful business proposal answers one simple question: What is the value, in monetary terms, that this project will bring to the organization? Without addressing this, your proposal is simply one of many. But if you can provide a solid answer, you're starting off well ahead of the competition.

Author Biography

Jack Phillips, Ph.D., is chairman of theROI Institute and author or editor of more than 50 books.He provides consulting services to Fortune 500 companiesand other major global organizations.
Dr. Patti Phillips is president and CEO ofthe ROI Institute, the leading source of ROI competencybuilding, implementation support, networking, and research.

Table of Contents

Acknowledgments	p. xi
The Value Evolution	p. 1
Value Redefined	p. 2
Why Now?	p. 7
Challenges along the Way	p. 12
Forecasting Value and Guaranteeing Success	p. 15
Key Definitions	p. 18
Final Thoughts	p. 23
The Proposal Process	p. 25
Importance of the Proposal	p. 25
How the Decision is Made	p. 28
Success Factors	p. 29
Key Steps in the Proposal Process	p. 36
Final Thoughts	p. 44
How to Develop Objectives Your Clients Will Love	p. 45
Fundamental Issues	p. 45
The Power of Objectives	p. 52
Case Studies	p. 57
Final Thoughts	p. 64
Project Needs: The Basis for Objectives	p. 65
ROI Needs	p. 66
Business Needs	p. 73
Performance Needs	p. 79
Learning Needs	p. 81
Preference Needs	p. 84
Input Needs	p. 85
Final Thoughts	p. 85
Developing the Proposal	p. 87
Proposal Elements	p. 87
Situation Analysis	p. 89
Project Inputs and Scope	p. 91
Objectives and Forecasts	p. 94
Project Timing/Schedule	p. 96
Project Budget/Costs	p. 97
Methodology and Approach	p. 100
Resources	p. 103
Responsibilities	p. 104
Deliverables	p. 104
Experience/Unique Advantages	p. 104
Qualifications	p. 105
Results Guarantee	p. 105
Terms and Conditions	p. 106
Acceptance	p. 106
Back Matter	p. 106
Final Thoughts	p. 107
Managing the Proposal Process	p. 109
Gathering Intelligence	p. 109
Proposal Philosophy	p. 112
Understanding the Stakeholders	p. 115
Managing the Effort	p. 119
Themes	p. 123
Presentation Style	p. 125
Grant Proposals	p. 127
Team Review	p. 132
Problems and Issues with Proposals	p. 136
Presentation Strategies	p. 139
When You Lose	p. 142
Final Thoughts	p. 143
Forecasting Reaction and Learning	p. 145
Are Reaction and Learning Forecasts Necessary?	p. 146
How to Construct Reaction Forecasts	p. 148
Measures for a Reaction Forecast	p. 149
Securing Input for the Reaction Focus	p. 153
How to Construct a Learning Forecast	p. 154
Securing Information for the Learning Forecast	p. 160
Final Thoughts	p. 162
Forecasting Application and Impact	p. 163
Are Application Forecasts Necessary?	p. 163
Are Impact Forecasts Necessary?	p. 165
How to Construct Application Forecasts	p. 165
How to Construct Impact Forecasts	p. 168
Criterion	p. 171
Topics for Impact Forecasts	p. 172
Inputs for Application and Impact Forecasting	p. 179
Final Thoughts	p. 184
Forecasting Money: Benefits and Costs	p. 187
Why Forecast Monetary Benefits?	p. 188
Steps to Convert Data to Money	p. 189
Standard Monetary Values	p. 192
When Standard Values are not Available	p. 201
Consider the Short-Term/Long-Term Issue	p. 206
Fundamental Cost Issues	p. 207
Cost Estimation Issues	p. 209
Typical Costs Categories	p. 210
Final Thoughts	p. 214
Forecasting ROI and Intangibles	p. 215
Why Forecast ROI?	p. 215
Basic ROI Issues	p. 218
ROI Insights	p. 222
Other ROI Measures	p. 225
Basic Steps to Forecast ROI	p. 226
Forecasting ROI with Reaction Data	p. 235
Forecasting ROI with Soft Data	p. 241
Why Intangibles are Important	p. 243
Forecasting Intangibles	p. 245
Forecasting Guidelines	p. 248
Final Thoughts	p. 251
How to Guarantee Success	p. 253
What's Wrong with the Present Approach?	p. 253
The Benefits of a Guaranteed Promise	p. 259
What must Change	p. 261
The Guarantee	p. 269
Payout Options	p. 273
Conditions	p. 277
Final Thoughts	p. 284
Federal Information Agency: Project Proposal	p. 285
Situation Analysis	p. 285
Proposed Approach	p. 286
Master of Science in Information Science	p. 287
Objectives of the Program	p. 290
Forecasting	p. 291
Project Timing and Schedule	p. 303
Responsibilities	p. 303
Deliverables	p. 305
Costs	p. 305
Experience and Qualifications	p. 305
Results Guarantee	p. 306
Exhibits	p. 308
Author's Thoughts	p. 308
Epilogue	p. 309
References	p. 311
Index	p. 314
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