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Book Image Not Available
Book details
  • Genre:BUSINESS & ECONOMICS
  • SubGenre:Business Writing
  • Language:English
  • Pages:358
  • eBook ISBN:9781626754768

Shipley Proposal Guide

by Larry Newman, PPF. APMP

Book Image Not Available
Overview
This Proposal Guide has three aims: 1) Help individuals and organizations win competitive business more effectively, efficiently, and consistently; 2) Offer clear guidance to business development professionals that is practical and easy to find and; 3) Record best-practice guidelines.
Description
Help individuals and organizations win competitive business more effectively, efficiently, and consistently. Guidelines in each entry are based upon the fundamental principles of our consulting practice: • Align your proposal with the customer’s evaluation process. • Use a disciplined business development process thatemphasizes up-front planning. • Schedule to the process and maintain schedule discipline. • Base your strategy on the customer’s perspective. • Focus your effort early and throughout with an early executive summary. • Apply proven project management principles to proposal development. • Use a disciplined, customer-focused writing approach. • Use reviews to both control and add value to the process. Organizations implementing these principles, supported by the guidelines in this Proposal Guide, will capture more business at a lower cost. Offer clear guidance to business development professionals that is practical and easy to find. The concept for the Proposal Guide originated when individuals in client organizations repeatedly asked similar questions: Is this written down anywhere? Now it is. Most training for sales professionals focuses on enhancing sales skills and explaining the features and advantages of their organization’s products and services, but not on how to direct, prepare, or contribute to proposals. This is the first easy-to-use reference for business development professionals who are seeking practical, clear guidance on how to win competitive business in all markets, large or small, domestic or international, private sector or public. In addition, the Proposal Guide was selected in 2005 as the primary reference for the Association of Proposal Management Professionals (APMP) Foundation Level certification exam. Record best-practice guidelines. At Shipley Associates, we have observed and recommended industry best practices in business development training, consulting, and process reengineering since 1972. We endeavor to follow these principles in our consulting practice, teach them in our training practice, and share them in this Proposal Guide. This Proposal Guide, like the companion Capture Guide and Business Development Lifecycle Guide, offers guidelines, not rules. Reality encompasses more shades of gray than can be covered in a guide intended to be concise. When in doubt, do what the customer says and be consistent. Are the guidelines unique? Not usually. Can you find all of these guidelines in any other reference? No.
About the author
Larry Newman is Vice President and a founding partner of Shipley Associates. He joined Shipley Associates in 1986 as a consultant and training facilitator, helping clients win competitive business in 30 countries and varied selling environments. Mr. Newman authored all three Shipley Associates Guides: Proposal Guide, Capture Guide, and Business Development Lifecycle Guide. The Shipley Proposal Guide was awarded the Society for Technical Communication’s Award of Excellence in 2008. With approximately 50,000 copies in print since 1999, the Shipley Proposal Guide was selected as the basis for APMP proposal management professional certification. In 2010, he authored the Shipley Capture Guide, 2nd Edition. Like the Proposal Guide, several organizations have selected it as the basis for professional capture management certification. He has developed and facilitated numerous Shipley Associates workshops in capture planning, proposal writing and management, executive summary writing, sales writing, and costing. He is an Association of Proposal Management Professionals (APMP) Fellow, is APMP accredited at the Professional level, and has presented at more than 20 professional association conferences. He also developed the Proposal Guide podcast series in 2008, downloadable on iTunes.
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