The proposal and the sale are miles apart

Strategy Driven

“Sounds good, send me a proposal.” So you run back to your office, put together a proposal, send it to the prospect, and start the follow-up process (and the prayer vigil). REALITY: The sale should be solidified BEFORE the proposal is written.

Are proposals worth it?

Women on Business

As a professional services firm, I spend an awful lot of my time preparing and submitting proposals. I am not a formal person, but I do know what I know so when I submit proposals whatever feedback I get is usually starts with how much the proposal was liked. A proposal is a chance to introduce your company to another company who doesn’t know if they want to invite you to the dance. Why not use the proposal to show your company’s personality?

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The Three Principles of a Perfect Consulting Proposal

David A Fields

Writing a proposal’s easy when the prospect’s head over heels at the thought of procuring your services. That’s why you need a killer proposal. This article is an [ ] Consultants Proposals

5 Proposal Secrets that Excite Prospective Clients

David A Fields

The following five “secrets” will ensure your proposals provoke the necessary fervor. 5 Proposal Secrets that Excite Prospective Clients I can’t promise your next consulting client […]. Consultants Proposals Consultative selling proposals

A Modest Proposal: Eliminate Email

Harvard Business Review

Perhaps the biggest concern generated by this proposal is the fear that there are some situations that really do seem to require the asynchrony provided by email. HBR staff. In the early 1980s, IBM decided to deploy an internal email system.

What Warren Buffett would do to end the deficit in 5 minutes

First Friday Book Synopsis

Bob''s blog entries citizen legislators CNBC Founding Fathers Proposed Congressional Reform Act What Warren Buffett would do to end the deficit in 5 minutes He told told CNBC he could do it. “You just pass a law that says that anytime there is a deficit of more than 3% of GDP, all sitting members of Congress are ineligible for re-election. The 26th amendment (granting the right to vote for 18 year-olds) took only 3 months & 8 days […].

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A Thought-Provoking Proposal

Execupundit

At SquawkPoint , James Lawther gives an alternative to the mantra of "under-promise and over-deliver." I''m still thinking about his idea but if it turned out to be feasible on a regular basis, I''d wonder about how we''d set our performance standards in the first place.

How Trump’s Tax Proposals Will Affect Single Working Mothers

Harvard Business Review

If this proposal becomes reality, it will mean that single mothers will have to pay tax rates and receive deductions at the same levels as single people with no children instead of having rates that are in between singletons and married couples. We all know by now that despite winning nearly 3 million more votes than Donald Trump, Hillary Clinton lost three key states — Wisconsin, Pennsylvania, and Michigan — by a total of about 80,000 votes.

Scaling the Management of Your Online Community (SXSW Interactive 2013 Proposal)

Managing Communities

I have had the good fortune of speaking at South by Southwest (SXSW) Interactive for the last 5 years. Only a small percentage of people who apply to speak are accepted, so I am very grateful for the opportunity and have worked hard to offer solid programming for attendees to the event. For the next [.]. Managing the Community

25 Questions When Considering Proposed Actions

Execupundit

How will the proposed course of action directly benefit us? How much time do we have? Do we have the authority to do this? Who says so? Do we have the ability to do this? Who says so? Does it really need to be done? What are our assumptions? What are our options?

Write a Book, Give it Away and Get Paid #New Rules (My SXSW Interactive 2014 Proposal)

Managing Communities

Please Update Your ManagingCommunities.com RSS Feed Subscription This feed has moved to: [link] I apologize for the trouble. For more details, please read my post on the matter. Thank you. ManagingCommunities.com

Don’t Propose Marriage to a Customer Who Wants a Fling?

Harvard Business Review

Most of today’s marketing organizations take what might be called the industrial approach to consumers: snagging demographic data, matching it with purchasing data, and segmenting customers into profitability tiers. But are consumers just resources to be harvested for the next up-selling opportunity?

Proposed Termination: A Stage Play

Execupundit

IMMEDIATE SUPERVISOR: "I have a character who is dragging down the entire team." HUMAN RESOURCES: "Give the employee more time. Perhaps six more months." COMPANY LAWYER: "I''d like more documentation. More counseling. More reprimands. Maybe a suspension. Write everything up."

Don’t Propose Marriage to a Customer Who Wants a Fling?

Harvard Business Review

Most of today’s marketing organizations take what might be called the industrial approach to consumers: snagging demographic data, matching it with purchasing data, and segmenting customers into profitability tiers. But are consumers just resources to be harvested for the next up-selling opportunity?

Clinton’s Proposals on Stock Buybacks Don’t Go Far Enough

Harvard Business Review

For example, one of her key proposals is for shares to be held well beyond the current minimum period of one year before the profits from their sale are taxed as a capital gain. HBR STAFF.

The UK’s Snap Election Reminds Us That Proposing a Change Forces People to Ask New Questions About You

Harvard Business Review

When it comes to taking a risk with customers — whether they are website users, shareholders, movie patrons, or voters — you have to think about the question they’ll ask themselves as a result of the change you are proposing. You can’t control customers — and in particular you can’t control the questions that your proposed changes cause them to ask.

The McConnell Proposal

Execupundit

Keith Hennessey analyzes the debt limit proposal made by Senator Mitch McConnell. [HT: HT: Instapundit.com

How to Avoid Overpricing Your Consulting Project

David A Fields

Consultants Context Discussion Proposals fees pricing proposalsProject pricing is like a balloon in a room made of nails. I’m not sure why such a room would exist or how you would get the balloon in there, but go with me on this one.

5 Reasons Your Consulting Proposals Don’t Close (and How to Fix Them)

David A Fields

And yet, the actual close rate on proposals that are submitted is under 70% for most consultants. We like to pretend (almost) all of our pursuits end in success. Every project yields a delighted client. Every speech inspires the audience to a standing ovation.

When Preparing Business Proposals

Execupundit

My SXSW Interactive 2012 Proposal: “Lessons from a Decade of Community Management”

Managing Communities

My proposal is titled “Lessons from a Decade of Community Management.&# For the 2012 edition of South by Southwest (SXSW) Interactive, I would like to reflect on what it means to manage the same online community for more than a decade. In 2011, I celebrated the 10th anniversary of two of the online communities that [.]. ManagingCommunities.com

The Client Will Like Your Proposal If: 7

Utpal Writes

Don’t Make Your Innovation Proposal into a Hitchcock Movie

Harvard Business Review

One of my favorite movies is Alfred Hitchcock’s 1960 masterpiece Psycho , an elegant story with gripping suspense and one of the best twist endings you still will ever see. It’s also one of the absolute worst inspirations for presenting ideas inside companies. This thought crossed my mind (once again) as I listened to a pitch from a young entrepreneur.

Modest Proposal for Car Radio Development

Execupundit

At the risk of appearing to be a complete geezer, let me rant about a minor flashback that happened yesterday. Some of you will recall the old car radios that had push buttons. If you liked a particular radio station and wanted to save that setting, all you had to do was to pull out the button slightly and then push it back in. Mission accomplished. Station set. It didn't matter whether you were driving a Dodge or a Buick, go through that routine and you had a set station.

How Leaders Can Support Experimentation

Kevin Eikenberry

Before I dive into my idea and proposed actions for you today, I must start from a different point of reference.

Protected: How to Construct a Perfect Proposal

David A Fields

Agreements Closing Consultants Fees Proposals Templates agreements closing Consultative selling Context Discussion Context Document fees proposals writing There is no excerpt because this is a protected post.

Take This Oath to Communicate Change More Effectively

Kevin Eikenberry

Considering how important the leader’s role is in communicating change effectively, and how poorly many leaders do it, I am proposing an […]. Physicians take the Hippocratic Oath before they can practice medicine. Lawyers take a professional oath after they pass the bar.

EU Proposes 40 Percent Quota for Women on Supervisory Boards

Women on Business

NEWS AND INSIGHTS UPDATE: A European Union (EU) proposal could require that corporate boards include 40% women by 2020.The draft law is expected to be published in October and includes sanctions for companies that don’t comply, including fines, exclusion from government tenders, and a ban on public subsidies.

EU Proposes 40 Percent Quota for Women on Supervisory Boards

Women on Business

NEWS AND INSIGHTS UPDATE: A European Union (EU) proposal could require that corporate boards include 40% women by 2020.The draft law is expected to be published in October and includes sanctions for companies that don’t comply, including fines, exclusion from government tenders, and a ban on public subsidies.

Protected: Template for a Perfect Proposal

David A Fields

Agreements Closing Consultants Creating Value Fees Proposals There is no excerpt because this is a protected post.

Lessons Learned from Messy Leadership

Lead Change Blog

Posted in Leadership Development In a meeting to review a proposal over 20 years ago, I (as the youngest and by far the lowest level person in the room) spoke up about a concern I had about the proposal.

The Perfect Brand Slogan | In the CEO Afterlife

In the CEO Afterlife

Most folks in the branding game will judge a proposed slogan or tag line by a defined set of objectives. In the CEO Afterlife. Main menu Home. Leadership. Branding. The Perfect Brand Slogan. by John • May 23, 2011 • Branding , Marketing • 3 Comments.

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Should I Scope the Project Out Completely Before I Submit a Proposal?

David A Fields

A consultant asked me this question: You state that every proposal should contain at least three alternatives. I have been taught that the best proposals simply document what you have already agreed to.

Five Reasons Why Leaders Need to Relax

Kevin Eikenberry

Yet, I propose, and by the end of this article I hope you will agree, that we will be more successful […]. Leaders have a lot on their plate. They have lots to think about, lots to do and lots to decide. This likely conjures a picture of frantic busyness and not one of relaxed calmness.

3 Storytelling Elements That Successfully Drive Change

Tanveer Naseer

As Mary described the details of her proposal, she pointed out the various benefits it would create for the organization in the upcoming years. Leaders face an ever-growing number of challenges leading their organization in today’s faster-paced, increasingly interconnected world.

Terry R. Bacon: An interview by Bob Morris

First Friday Book Synopsis

Bob's blog entries Adaptive Coaching AMACOM American University Dan Goleman David Maister Fort Lewis College Foundation Garry Wills Goddard College James MacGregor Burns Jim Kouzes and Barry Posner John Kotter Korn/Ferry Institute Michael Porter Michael Useem Peter Drucker Powerful Proposals Roosevelt University Selling to Major Accounts Stanford Terry R. Terry R. Bacon is a Scholar in Residence in the Korn/Ferry Institute.

More Clients and More Free Time – the Old School Way

David A Fields

Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals adding value agreements Context Document positioning. Let’s go old school. There’s a choice consultants make every day, and I am convinced that consultants who choose correctly will experience huge gains in their productivity and business-development efforts. Before I reveal the details of this game-changing choice, let me quickly review the problems it addresses. (I

Should You Back That Innovation Proposal?

Harvard Business Review

Imagine you were choosing between two investment proposals. Yet, we decided to invest our own money into the first proposal, and advised a senior executive team to not invest their money in the second. The proposal dramatically underestimated how unique the value proposition was compared with offerings from start-ups. The first comes from a team of young entrepreneurs hoping to bring word-of-mouth marketing to China.

How Do I Create Interest After the Proposal Is Submitted?

David A Fields

A member of the Solo Consultants Network emailed me this question: After several conversations with a prospect, I was finally asked to send in a proposal. How have you converted a languishing proposal into a win?

5 Reasons Why Emotional Intelligence is Critical for Leaders

Lead Change Blog

Posted in Leadership Development Workplace Issues When asked to identify the necessary traits for leaders, most would propose answers that fall within a wide range of topics. Charisma, purpose, determination – these are just a few of the traits that are typically used to define a leader. However, many leaders have a single quality in common. In short, what distinguishes the [.]. Leadership Development Workplace Issues emotional intelligence Leadership management