INDUSTRY INSIGHTS YOUR PEERS ARE READING
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 MORE
You can achieve a similar transformation when you soak your consulting firm’s proposals in “PTF.”Your Your proposals … Continued. The post This Proposal Writing Trick Can Help Your Consulting Firm Close More Projects appeared first on David A. MORE
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships scorecards agreements benefits Connections Consultative selling context discussions Context Document Marketing positioning. relationships proposals value proposition MORE
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. MORE
Agreements Consultants Creating Value Fees Positioning Proposals Relationships adding value agreements benefits Consultative selling Context Document fees Marketing positioning. relationships proposals starting projects value proposition MORE
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. MORE
A consultant emailed me the following question: Should I write something into my contracts or proposals to protect my intellectual property? Consultants Proposals contract intellectual property proposals MORE
When do you diagnose what’s needed as part of scoping and when do you propose an assessment project? Consultants Proposals Consultative selling offering positioning strategy MORE
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. MORE
Consultants Fees Proposals agreements contract fees proposalsA consultant asked me the following question: You’ve said your standard terms are to be paid in full within 6 weeks of a project starting, regardless of the results. MORE
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships The Book adding value agreements benefits Consultative selling Context Document proposals starting projects value proposition MORE
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? MORE
Agreements Closing Consultants Creating Value Fees Proposals There is no excerpt because this is a protected post. MORE
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 MORE
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. MORE
Consultants Creating Value Fees Positioning Proposals Relationships Uncategorized benefits Connections Consultative selling Context Discussion Marketing positioning. relationships proposals relationships value proposition MORE
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. MORE
Consultants Consultative Selling Context Discussion Proposals Consultative selling context discussions proposals MORE
In it he proposes that “what’s important to you&# is the most powerful question of all (read it, it is less than 300 words – and the comments are awesome too). MORE
“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. MORE
Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships Speaking agreements benefits Consultative selling positioning. relationships proposals speaking starting projects value proposition MORE
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals adding value agreements Consultative selling context discussions fees Marketing positioning. MORE
The SXSW 2010 PanelPicker has opened and, with it, 2,219 proposals are up for consideration for the Interactive portion of the conference. It’s that time of the year again! I am on 7 (yes, feel free to giggle) of these. Online voting accounts for 30% of the decision making process (30% goes to the SXSW staff [.]. MORE
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. MORE
Agreements Consultants Creating Value Positioning Proposals Relationships adding value Connections fees positioning. relationships proposals relationships starting projects A question I was asked….I I got a referral from one of my clients into a new prospect. MORE
I presented my proposal with pricing. I then called them a number of times and finally got my ‘friend’ who informed me that based on my proposal, curriculum, and pricing, they were totally rethinking their focus. It’s been a crazy week. MORE
A question I was asked: My client responded to a proposal with, “This is too much money?” How should I respond? What would your suggestion be to this consultant? What has worked for you? Post your suggestion by using the ‘Leave a Comment’ box below. MORE
We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. MORE
The business proposal is your key to winning work in whatever competitive marketplace you operate in. Once the company is up and running, the business proposal is used to win contracts, work or gain sales with clients or partners. Talking the Right Proposal Language. MORE
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. MORE
Agreements Consultants Positioning Proposals Relationships agreements positioning positioning. A question I was asked… I have an introduction to a sales manager at a potential client. How do I tactfully go over his head to get to the decision maker?… MORE
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. MORE
It proposes to refinance existing Greek debt to the public sector with longer-dated debt at lower interest rates and throw more public money at the Greeks. In other words, they propose a certain amount of rescheduling and possibly some softening of the conditions by the private sector only if the banks want to. All that this proposal seems to do is to postpone the inevitable. MORE
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 MORE
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. MORE
2016 (as proposals go) sucked for me so far. Two major clients who REACHED OUT TO ME for my workshop skills asked for a number of different proposals to have me run events for their associates. MORE
A consultant asked me the following question: During a previous Q&A you mentioned that you only presented 30% of the total, quantitative benefit in your proposal because it was a strategic project. MORE
A consultant called me with the following question: You say to always give a few alternatives in a proposal that increase in value. What advice would you give this consultant: How do you structure your proposal to encourage the prospect to choose a higher-value alternative? (Do MORE
The proposed law could not be more dysfunctionally designed: It has a blind spot for real fraud and puts a spotlight on potential innocence. Here are six reasons why anyone who cares about social progress should contact Mr. Kruger's office and ask him to withdraw this proposed legislation: It uses a false theory of transparency. They have to stop proposing lazy, politically popular, throw-the-baby-out-with-the-bath-water solutions. MORE
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 MORE
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 MORE
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 […]. MORE
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? MORE
Proposal Related Topics Strategy Driven
MARCH 26, 2019
The business proposal is your key to winning work in whatever competitive marketplace you operate in. Once the company is up and running, the business proposal is used to win contracts, work or gain sales with clients or partners. Talking the Right Proposal Language.
Strategy Driven
AUGUST 8, 2016
“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.
Women on Business
AUGUST 31, 2012
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?
David A Fields
MARCH 14, 2017
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
David A Fields
DECEMBER 18, 2018
You can achieve a similar transformation when you soak your consulting firm’s proposals in “PTF.”Your Your proposals … Continued. The post This Proposal Writing Trick Can Help Your Consulting Firm Close More Projects appeared first on David A.
David A Fields
FEBRUARY 17, 2016
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
Management Excellence
AUGUST 19, 2018
We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
David A Fields
NOVEMBER 25, 2014
Agreements Closing Consultants Creating Value Fees Proposals There is no excerpt because this is a protected post.
David A Fields
MARCH 23, 2015
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.
Women on Business
SEPTEMBER 5, 2012
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.
Women on Business
SEPTEMBER 5, 2012
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.
David A Fields
MARCH 25, 2015
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?
David A Fields
MAY 18, 2016
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.
Managing Communities
AUGUST 19, 2013
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
Rich Gee Group
NOVEMBER 11, 2016
I presented my proposal with pricing. I then called them a number of times and finally got my ‘friend’ who informed me that based on my proposal, curriculum, and pricing, they were totally rethinking their focus. It’s been a crazy week.
Managing Communities
AUGUST 20, 2012
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
Managing Communities
AUGUST 25, 2011
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
Rich Gee Group
JUNE 28, 2016
2016 (as proposals go) sucked for me so far. Two major clients who REACHED OUT TO ME for my workshop skills asked for a number of different proposals to have me run events for their associates.
Harvard Business Review
FEBRUARY 18, 2016
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.
Managing Communities
AUGUST 17, 2009
The SXSW 2010 PanelPicker has opened and, with it, 2,219 proposals are up for consideration for the Interactive portion of the conference. It’s that time of the year again! I am on 7 (yes, feel free to giggle) of these. Online voting accounts for 30% of the decision making process (30% goes to the SXSW staff [.].
David A Fields
AUGUST 10, 2015
A consultant called me with the following question: You say to always give a few alternatives in a proposal that increase in value. What advice would you give this consultant: How do you structure your proposal to encourage the prospect to choose a higher-value alternative? (Do
David A Fields
JUNE 15, 2015
Consultants Consultative Selling Context Discussion Proposals Consultative selling context discussions proposals
David A Fields
JULY 13, 2015
A consultant emailed me the following question: Should I write something into my contracts or proposals to protect my intellectual property? Consultants Proposals contract intellectual property proposals
David A Fields
MARCH 30, 2016
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.
David A Fields
JUNE 8, 2015
Consultants Fees Proposals agreements contract fees proposalsA consultant asked me the following question: You’ve said your standard terms are to be paid in full within 6 weeks of a project starting, regardless of the results.
David A Fields
APRIL 10, 2015
A consultant asked me the following question: During a previous Q&A you mentioned that you only presented 30% of the total, quantitative benefit in your proposal because it was a strategic project.
David A Fields
SEPTEMBER 24, 2014
Agreements Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships Speaking agreements benefits Consultative selling positioning. relationships proposals speaking starting projects value proposition
David A Fields
JUNE 20, 2014
Agreements Consultants Creating Value Positioning Proposals Relationships adding value Connections fees positioning. relationships proposals relationships starting projects A question I was asked….I I got a referral from one of my clients into a new prospect.
David A Fields
SEPTEMBER 19, 2014
Consultants Creating Value Fees Positioning Proposals Relationships Uncategorized benefits Connections Consultative selling Context Discussion Marketing positioning. relationships proposals relationships value proposition
David A Fields
DECEMBER 10, 2014
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships scorecards agreements benefits Connections Consultative selling context discussions Context Document Marketing positioning. relationships proposals value proposition
David A Fields
OCTOBER 2, 2014
Agreements Consultants Creating Value Fees Positioning Proposals Relationships adding value agreements benefits Consultative selling Context Document fees Marketing positioning. relationships proposals starting projects value proposition
David A Fields
OCTOBER 24, 2014
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals Relationships The Book adding value agreements benefits Consultative selling Context Document proposals starting projects value proposition
Harvard Business Review
DECEMBER 22, 2016
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.
In the CEO Afterlife
MAY 23, 2011
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.
First Friday Book Synopsis
NOVEMBER 23, 2014
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 […].
David A Fields
MAY 9, 2014
Agreements Consultants Positioning Proposals Relationships agreements positioning positioning. A question I was asked… I have an introduction to a sales manager at a potential client. How do I tactfully go over his head to get to the decision maker?…
Harvard Business Review
JULY 21, 2011
It proposes to refinance existing Greek debt to the public sector with longer-dated debt at lower interest rates and throw more public money at the Greeks. In other words, they propose a certain amount of rescheduling and possibly some softening of the conditions by the private sector only if the banks want to. All that this proposal seems to do is to postpone the inevitable.
Harvard Business Review
MARCH 23, 2011
The proposed law could not be more dysfunctionally designed: It has a blind spot for real fraud and puts a spotlight on potential innocence. Here are six reasons why anyone who cares about social progress should contact Mr. Kruger's office and ask him to withdraw this proposed legislation: It uses a false theory of transparency. They have to stop proposing lazy, politically popular, throw-the-baby-out-with-the-bath-water solutions.
David A Fields
OCTOBER 31, 2014
Agreements Closing Consultants Context Discussion Creating Value Fees Positioning Proposals adding value agreements Consultative selling context discussions fees Marketing positioning.
David A Fields
AUGUST 25, 2014
A question I was asked: My client responded to a proposal with, “This is too much money?” How should I respond? What would your suggestion be to this consultant? What has worked for you? Post your suggestion by using the ‘Leave a Comment’ box below.
Kevin Eikenberry
SEPTEMBER 22, 2010
In it he proposes that “what’s important to you&# is the most powerful question of all (read it, it is less than 300 words – and the comments are awesome too).
David A Fields
DECEMBER 1, 2015
When do you diagnose what’s needed as part of scoping and when do you propose an assessment project? Consultants Proposals Consultative selling offering positioning strategy
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