The sales proposal is one of the most widely used - and abused - tools for selling services. It's easy for prospective clients to ask for a proposal, and many service providers are quick to agree, even if the chances of winning the work are low.
In ideal circumstances, we would hold off writing any proposal until the client agrees to the terms of the work, but that's rarely an option. As a result, professionals search for the middle ground between jumping on every request for a proposal and holding back until the sale is confirmed.
In this webinar, Michael W. McLaughlin discusses how to find that middle ground and present client-tested strategies for winning with proposals, even if you're facing an entrenched competitor.
The session covers all the essential elements of proposal development, including how to:
- Manage and evaluate the information you receive concerning the client's needs
- Create a proposal structure and flow that is logical, coherent, and persuasive
- Use the proposal development process to advance the client's confidence in your firm's ability to do the work
- Master the key issues you face during the post-proposal sales process
About the Presenter
Michael W. McLaughlin is a Principal with MindShare Consulting, LLC, and the coauthor, with Jay Conrad Levinson, of Guerrilla Marketing for Consultants. He is also the publisher of two newsletters distributed to professional service providers world wide: Management Consulting News and The Guerrilla Consultant.
For more than twenty years, Michael was with Deloitte Consulting, most recently as a Principal in the firm's strategy and operations practice. He has written scores of winning consulting proposals, ranging from traditional RFP responses to one-page letter proposals. His approach to creating a winning proposal is market-tested, comprehensive, and easy to implement.
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Presenter: Michael W. McLaughlin
This webinar was broadcast on July 17, 2008
Duration: 90 minutes, including a 30-minute question and answer session
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