Handbook For Writing Proposals, Second Edition

by Hamper, Robert J.; Baugh, L. Sue

• ISBN13: 9780071746489
• ISBN10: 007174648X
• Edition: 2nd
• Format: Paperback
• Copyright: 2010-08-26
• Publisher: McGraw Hill

Summary

Revised and updated!

Handbook for Writing Proposals gives proven techniques and practical advice for how to write winning business proposals, guiding readers through the entire proposal process, from initial contact witch potential clients to presenting a successful proposal.

Now with new information on budgeting and cost analysis, section on establishing credibility with clients, and new worksheets and checklists.

About the Book

Since 1995,Handbook for Writing Proposals(28,000 sold!) has helped thousands of professionals write and develop winning business proposals, offering readers a step-by-step guide from analyzing a Request for Proposal (RFP) to presenting the proposal and sealing the deal.

The huge changes taking place in the business world today offer an excellent opportunity to revise this textbook. More people than ever are launching their own businesses, recognizing that their former jobs may be gone for good. Current businesses are scrambling to retain old clients or acquire new ones. As a result, the competition for clients is fierce, and any company that knows how to respond to RFPs and develop a winning proposal is going to have a decided advantage.

Handbook for Writing Proposals can be their best guide in this process, helping them to navigate the confusing waters of how to understand what an RFP is asking for, how to build credibility with clients, how to design a winning program, and how to write and present a proposal that highlights how they will satisfy a client's needs.

The Handbook for Writing Proposals is still remarkably relevant given its original publication date in 1995. However, it does need some updating. In particular, the budgeting and cost information needs to be expanded, greater emphasis placed on establishing a firm's credibility, and more information provided on building value between the client and responding firm. A value-added component includes downloable forms and checklists that readers can use to begin their proposal-writing process.

''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 you’ve fulfilled a need and created value.'' --Paul V. Baron, President, In-Store Bakery Division, The Quarter Oats Company

Author Biography

Author Profiles
Robert J. Hamper has served as a professor in the Graduate School of Business at Dominican University and Loyola University of Chicago. He has also presented papers in the fields of finance and marketing to professional organizations. He has worked for the AT&T organization for over 11 years where he often evaluated proposals from outside consultants and specialized firms. During his time at AT&T, he held a variety of positions in such areas as market analysis, economic evaluation, market management, strategic planning, and financial management. In addition, he designed and implemented practical applications of portfolio theory and optimization modeling of resource allocation in the strategic market/planning process.

Prior to AT&T, Mr. Hamper worked at Bell Laboratories where he developed several intricate financial models and applications. He wrote testimonies to the Illinois Commerce Commission, Federal Communication Commission, and the Justice Department. Mr. Hamper is president of his own consulting firm, which specializes in strategic planning, and has consulted for over 18 years to Fortune 500 and mid-sized corporations. He has also served as a court-appointed provisional board of director to oversee restructuring of firms on the verge of bankruptcy.

L. Sue Baugh is an independent business writer who has developed, edited, or contributed to numerous texts in marketing, finance, economics, management, risk management, human resources, and business communications for various clients, including Scott Foresman, Longman Publishing, Rand McNally, Harlan Davidson, Prentice Hall, Houghton Mifflin Harcourt, National Restaurant Association, and American College of Emergency Physicians.

Ms. Baugh worked for six years as senior editor at Booz, Allen & Hamilton, Inc., one of the world's largest management consultant firms. As part of the firm's Report Production department, she played an integral role in developing proposals to respond to bids from industry, government, and nonprofit associations.

Ms. Baugh also has taught in-house classes in proposal and report writing to new consultants, preparing them for the challenges of the management consultant field. In addition, she has helped native and non-native English speakers learn the basics of international business English to improve their written communications.

Table of Contents

Introduction	p. v
Where to Begin	p. 1
Opportunities and Pitfalls	p. 3
Types of Proposals	p. 4
Four Key Questions	p. 6
Your Planning Process	p. 6
Locating New Business	p. 10
Which Jobs to Target	p. 13
When Not to Write a Proposal	p. 15
Characteristics of a Winning Proposal	p. 16
9-Step Proposal Process: An Overview	p. 19
9-Step Proposal Preparation and Writing Process	p. 22
Bid/No-Bid Analysis and Decision	p. 24
The Proposal Team	p. 24
RFP Analysis	p. 24
Preparation Schedule	p. 24
Assignment of Tasks	p. 25
Development of Program Design	p. 26
Development of Front Matter and Executive Summary	p. 26
Producing the Proposal	p. 27
Client Presentation	p. 28
Selecting the Bid and Choosing the Proposal Team	p. 31
Bid/No-Bid Analysis and Decision	p. 33
The Proposal Team	p. 39
Where to Look for Market Information	p. 44
Finding Your Unique Selling Point	p. 53
Detailed RFP Analysis and Your USP	p. 55
Preparation Schedule	p. 70
Assignment of Tasks	p. 70
Developing Your Program Design	p. 77
Program Design-The Heart of Your Proposal	p. 79
Your Compliance with the RFP	p. 80
Three Parts of the Program Design	p. 81
Appendixes in a Proposal	p. 105
Summary of a Winning Program Design	p. 106
Writing the Front Matter and Executive Summary	p. 109
Front Matter and Executive Summary	p. 111
The Front Matter	p. 111
The Executive Summary	p. 120
Common Errors	p. 130
Executive Summary Checklist	p. 131
Producing Your Proposal	p. 133
Proposal Production	p. 134
Criteria for Using Graphics instead of Words	p. 137
Using Tables and Graphics Effectively	p. 139
Designing Tables and Graphics	p. 144
Final Checklist	p. 153
Making Client Presentations	p. 155
Presenting the Proposal to the Client	p. 156
Planning Steps	p. 157
Organizing the Presentation	p. 161
Practicing the Presentation	p. 165
Survival Tips	p. 169
Checklist for Client Presentations	p. 173
Appendixes
Sample Executive Summary	p. 175
Sample Proposal	p. 181
Sample Résumé Boilerplates	p. 201
Brief Guide to International Business English	p. 215
Frequently Confused Words	p. 229
Frequently Misspelled Words	p. 237
Index	p. 243
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