Overview
Main description
Guarantee value and profit with every
proposal you write!
Business proposals cross the desks of
decision makers all the time, but rarely
do they credibly promise high impact and
impressive ROI. When they do, though, the
people that matter pay attention.
The Consultant’s Guide to Results-Driven
Business Proposals presents a systematic, structured
method for gaining the attention of
clients, earning their respect, and, ultimately,
winning any project.
ROI experts Jack and Patti Phillips take the
proposal process to a new level by providing
the means to prove forecasted value using
systematic, routine processes. You’ll learn new
techniques for predicting ROI and clearly
illustrating the financial value a proposed
project will deliver—which always makes a
powerful impression on anyone who reads
it. The authors also address the key issue
of providing what every stakeholder wants in
a project—success guarantees.
The Consultant’s Guide to Results-Driven
Business Proposals explains how to:
- Write proposals that are effective,
efficient, timely, and on target
- Set objectives for proposals at a
variety of levels
- Deliver your proposal to the
most influential people
- Develop a success guarantee to drive
total customer satisfaction
The Consultant’s Guide to Results-Driven
Business Proposals is the difference between
proposals that simply cross a desk and those
that turn the heads of decision makers. This is
the tool you need for transforming the process
of business-proposal writing from a torturous
task with a side of anxiety to an opportunity
for approval and a chance to showcase your
expertise.
Table of contents
1. Part One: The Value Proposal Process
2. The Value Evolution
3. The Proposal Process
4. Developing Powerful Objectives Your Client Will Love
5. Proposal Content
6. The Powerful Message
7. Part Two: Forecasting
8. Forecasting Input and Reaction
9. Forecasting Learning and Application
10. Forecasting Impact and ROI
11. Part Three: Service Quality
12. Service Standards
13. Service Guarantees
14. Part Four: Case Studies
Author comments
Jack Phillips, Ph.D., is a world-renowned
expert on accountability, measurement, and
evaluation, and provides consulting services for
Fortune 500 companies and major global organizations.
He has written or edited more than
fifty books, and he conducts workshops and
presents conferences throughout the world.
Patricia Pulliam Phillips, Ph.D., is president
and CEO of the ROI Institute, Inc., the leading
source of ROI competency building, implementation
support, networking, and research.
She helps organizations implement the ROI
methodology in countries around the world.
Back cover copy
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.
The Consultant’s Guide to Results-Driven Business Proposals explains how to develop relevant, effective
proposals. By defining content, style, and presentation, you’ll achieve the number-one priority for
success: Convince decision makers that the project will provide tangible, well-defined value for his
or her organization.
The Consultant’s Guide to Results-Driven Business Proposals provides new techniques for:
- Developing and presenting objectives that impress your client
- Forecasting cost, impact, and ROI
- Communicating the value of the proposed project
The books also describes who should be involved, the sources of data, and how to work the proposal
process for maximum advantage.
With The Consultant’s Guide to Results-Driven Business Proposals you have the right tool for presenting a
case that grabs the attention of decision makers and wins the contract every time.
