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Summary of Alan Weiss's Million Dollar Consulting Proposals
Everest Media
Disponibilité:
Ebook en format EPUB. Disponible pour téléchargement immédiat après la commande.
Ebook en format EPUB. Disponible pour téléchargement immédiat après la commande.
Éditeur:
Everest Media LLC
Everest Media LLC
Protection:
Filigrane
Filigrane
Année de parution:
2022
2022
ISBN-13:
9781669380030
Description:
Please note: This is a companion version & not the original book.
Sample Book Insights:
#1 A proposal is a summary of the conceptual agreement reached with an economic buyer. It is not a negotiating document or an attempt to make a sale. It should not establish your credibility, establish a relationship with the buyer, or serve as a point of comparison for competitors’ proposals.
#2 Proposals have traditionally been viewed as a mix of credibility, research, consultant’s beliefs and mission, pricing, risk management, and competitive submission.
#3 The most important thing you can do is to persuade the firm to stop using a metric of number of proposals issued per week as an indicator of sales success. Proposals are not the point of the arrow, but the heft behind it.
#4 The buyer must share personal and nonpublic information with you in order to establish a trusting relationship. The buyer should ask your advice.
Sample Book Insights:
#1 A proposal is a summary of the conceptual agreement reached with an economic buyer. It is not a negotiating document or an attempt to make a sale. It should not establish your credibility, establish a relationship with the buyer, or serve as a point of comparison for competitors’ proposals.
#2 Proposals have traditionally been viewed as a mix of credibility, research, consultant’s beliefs and mission, pricing, risk management, and competitive submission.
#3 The most important thing you can do is to persuade the firm to stop using a metric of number of proposals issued per week as an indicator of sales success. Proposals are not the point of the arrow, but the heft behind it.
#4 The buyer must share personal and nonpublic information with you in order to establish a trusting relationship. The buyer should ask your advice.
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