Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts

By cutting through the confusion, and providing dozens of real-world examples, this updated version provides step-by-step instructions for crafting value-centered, recipient-specific proposal packages, with all-new discussions on:

* How to increase business using new communication channels from e-mail and electronic submissions to PDF, HTML, and others * The Seven Worst Proposal Mistakes illustrated with real-world examples

This is an essential book for anyone seeking to win contracts and sell projects.

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All Customer Reviews
Average Customer Review:
0 of 0 people found the following review helpful:

Great book, 2008-04-10
Great book, very helpful in revamping our process. We have won many more accounts as a result.


0 of 0 people found the following review helpful:

A Great Business Proposal "How-To", 2007-10-24
When my manager told me to be prepared to get involved with proposal writing, I chose this book as my initial `self-study' effort. After reading it, and using it to help me analyze some of my company's old, new, and draft proposals, I am convinced that my choice of proposal books was right on target. I now have a detailed, indexed, and cross-referenced 85+-page reference document of my personal notes and observations of the book that is never far away and is often used.

The book is organized into four sections that take the reader through a logical progression that has a lot to offer both experienced and inexperienced proposal persons: 1) Why You Need This Book, 2) A Primer on Persuasion, 3) How to Manage the Process and Keep Your Sanity, and 4) Writing to Win. Sant's humor and natural writing style combined with his extensive experiences to produce a book that is as pleasurable to read as it is informative. If you are involved in any way with business proposals, you will be well-served to buy, read, and keep handy this outstanding book.



2 of 2 people found the following review helpful:

Practical Polish for Proposals, 2007-08-13
This is a great primer for writing general proposals. It's chock full of information as well as being very readable. I read it in 2 evenings and was able to utilize what I found the day the book arrived.

It's written by the founder of Sant Solutions, a great RFP/Proposal software, and never mentions this so there are NO infomercial ties as with lots of these kinds of things.

Excellent resource.


3 of 3 people found the following review helpful:

A practical guide that's also a lively read, 2007-07-16
Writing customer proposals, especially in response to a lengthy and complex RFP, involves more than simply answering the questions and attaching the required support material. It involves creating compelling messages and value propositions, understanding the customer's true needs, and establishing the credibility of your offering. Sant provides a practical, clear guide to both content and process when writing proposals. Many of his suggestions are relevant to other types of technical writing and marketing writing projects as well. His lively writing style and numerous examples make an otherwise dull subject an entertaining and informative read.


0 of 0 people found the following review helpful:

A Common Sense Approach, 2007-05-06
Dr. Sant's book equips you with the information you need, but doesn't bog you down with extensive processes. In today's fast paced contracting world, we no longer have the luxury of 30-60 days of writing time. We need to move towards a faster proposal turn around. Dr. Sant's book provides the framework to scale up or down depending on the size of your resources and time.

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