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    Summary of Alan Weiss's Million Dollar Consulting Proposals
    Summary of Alan Weiss's Million Dollar Consulting Proposals
    Summary of Alan Weiss's Million Dollar Consulting Proposals
    Ebook34 pages28 minutes

    Summary of Alan Weiss's Million Dollar Consulting Proposals

    By IRB Media

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    Please note: This is a companion version & not the original book.

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    #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.

    LanguageEnglish
    PublisherIRB Media
    Release dateApr 1, 2022
    ISBN9781669380030
    Summary of Alan Weiss's Million Dollar Consulting Proposals
    Author

    IRB Media

    With IRB books, you can get the key takeaways and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience.

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      Book preview

      Summary of Alan Weiss's Million Dollar Consulting Proposals - IRB Media

      Insights on Alan Weiss's Million Dollar Consulting Proposals

      Contents

      Insights from Chapter 1

      Insights from Chapter 2

      Insights from Chapter 3

      Insights from Chapter 4

      Insights from Chapter 5

      Insights from Chapter 6

      Insights from Chapter 7

      Insights from Chapter 8

      Insights from Chapter 9

      Insights from Chapter 10

      Insights from Chapter 1

      #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.

      #5

      The trusting relationship is to ensure that the buyer is honest about the next step, which is the conceptual agreement. This is where you and the buyer jointly frame objectives, metrics, and value.

      #6

      Do not send a proposal to a non-buyer. A non-buyer cannot contribute to your

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