by Robert, S. Frey
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Product Description
Newly expanded and thoroughly revised to reflect and meet the demands of a high-velocity global business environment, the Fourth Edition of this popular book and its companion CD-ROM help small and mid-sized businesses as well as non-profit organizations and public-sector agencies to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes. Among an extensive array of updates and new material, the Fourth Edition discusses storytelling as a proposal art, the value of front-end proposal planning and storyboarding, the importance of honoring the customer mission in proposals, and the latest trends in performance-based acquisition (PBA). CD-ROM Included! Features a searchable directory of government agencies, easy-to-use proposal templates, and an extensive list of acronyms.
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Average Customer Review:
3 of 3 people found the following review helpful:
The Rubber Meets the Road Guide to Successful Proposal Writing, 2006-01-01
This is THE book for small business wishing to grow and thrive in the Fed Gov market place. Robert Frey is the first author to capture the true essence of Business Development, Knowledge Management, Capture Management and Proposal Development for leveraging small, disadvantaged business such as Service Disabled Veteran Owned, 8(a), HUBZone and others into the Fed Gov, Private Sector and International market. It offers concrete, tangible, rubber-meets-the-road advice on how to succeed in these highly competitive arenas. Highly recommended reading for the company that truly desires to succeed.
1 of 2 people found the following review helpful:
A Must Read for Small Businesses That Want to Win! , 2005-12-28
The best book on successful proposal strategies for small businesses available today! The 4th edition again raises the bar, incorporating the latest lessons learned and the latest techniques to consistently produce winning proposals. This book is a must read for all business development, capture management, and proposal management professionals. It serves as a tutorial as well as a reference, and is widely regarded as the Bible for small business proposals. Whether your small business is 10, 100, or 1000 employees, the application of these successful proposal strategies will increase your win rate and take your small business to the next level. The 4th edition not only provides a roadmap on how to write compliant proposals, but also how to gather and incorporate marketing intelligence [e.g., customer hopes, fears and biases] to produce the winning proposal. I highly recommend this book to all my colleagues, as this reference is equally valid for businesses of all sizes.
1 of 2 people found the following review helpful:
Exceptional & Proven Resource for Small Business Entrepreneurs, 2005-12-02
Winning proposals in the federal market space is incredibly challenging for small businesses. The 4th Edition of Robert S. Frey's book, Successful Proposal Strategies for Small Businesses, provides small business owners and managers with real-world, in-depth insights, best practices, and lessons learned to increase their proposal win rate on a sustained basis. The book is filled with hundreds of practical and field-tested ideas, templates, techniques, and methods. Successful Proposal Strategies is required reading for my management at 1-Source. Why? Because it is the single best proposal development resource on the market, period.
2 of 3 people found the following review helpful:
Book Review, 2005-04-04
This book is a must read for all proposal and capture professionals:
1. It is now in its 4th edition - lots of tuning, process updates, lessons learned, and continuous industry syncronization. The first edition was great, each new edition builds on that success while continuing to add more value.
2. The book is based on extensive first-hand experience with what works, what does not, and why. Bob makes effective use of collaboration with other industry leaders and introduces processes that have withstood the test of winning.
3. Although aimed at small businesses, the information is equally valid for businesses of all sizes.
4. The focus is on winning, winning, winning.
2 of 2 people found the following review helpful:
An essential resource for anyone preparing proposals, 2005-03-03
Bob Frey has created both a tutorial as well as a reference book that will guide you through the entire business development process from identification of opportunity through the completion and follow on activities of the proposal. It will introduce the novice to all the intricacies of proposal development and provide the seasoned veteran with new insights as we constantly endeavor to provide true value added services to our companies or clients. It is easy to read as a tutorial. It also is easy to find the answer to a particular vexing problem. It is loaded with references to informative web sites. I highly recommend it to all my colleagues whether they work for the small businesses identified in the title or for large corporations. Every consultant should have this on their bookshelf.
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