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. MORE
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
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
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
Examining a training proposal to conduct a workshop in a relatively remote location. Travel time is a concern as well as sufficient rest. The trainer needs enough time to be rested for the class.] 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
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
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? 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
“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
Let them prepare a response to one of a standard Request for Proposal that they've sent out. Role-playing is often used in management training. Sometimes, it is even effective. Let's consider how role-playing could provide indirect training in the course of the workday. 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
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
» August 17, 2010 Talking About The Proposed Mosque Near Ground Zero I wasn't going to do this, feeling it better to let this debate simmer down a bit before I talked about it.But on some level this may be one of the more important national topics to come along for a while. 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
I have adopted a rule, based on hard experience, that the writing of business proposals is best done with two things: a lessons learned list and at least one day of creative neglect after you think the proposal is "just right." Few people like preparing and/or reading proposals. MORE
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." 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
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 Execupundit
OCTOBER 27, 2017
I have adopted a rule, based on hard experience, that the writing of business proposals is best done with two things: a lessons learned list and at least one day of creative neglect after you think the proposal is "just right." Few people like preparing and/or reading proposals.
Execupundit
MAY 13, 2013
Examining a training proposal to conduct a workshop in a relatively remote location. Travel time is a concern as well as sufficient rest. The trainer needs enough time to be rested for the class.]
Execupundit
JULY 18, 2018
[Photo by Conner Murphy at Unsplash] The drive to split California into three states has hit a roadblock. One of the early mistakes was not naming them Larry, Moe, and Curly
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?
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.
Execupundit
JUNE 15, 2016
Let them prepare a response to one of a standard Request for Proposal that they've sent out. Role-playing is often used in management training. Sometimes, it is even effective. Let's consider how role-playing could provide indirect training in the course of the workday.
Execupundit
JULY 11, 2014
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.
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
Execupundit
MAY 5, 2016
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?
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.
Execupundit
JULY 14, 2011
Keith Hennessey analyzes the debt limit proposal made by Senator Mitch McConnell. [HT: HT: Instapundit.com
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
David A Fields
NOVEMBER 25, 2014
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.
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 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.
David A Fields
NOVEMBER 25, 2014
Agreements Closing Consultants Creating Value Fees Proposals There is no excerpt because this is a protected post.
Execupundit
MAY 24, 2012
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.
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
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
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
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.
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.
Bird's Eye View
AUGUST 17, 2010
» August 17, 2010 Talking About The Proposed Mosque Near Ground Zero I wasn't going to do this, feeling it better to let this debate simmer down a bit before I talked about it.But on some level this may be one of the more important national topics to come along for a while.
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 [.].
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.
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.
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
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
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
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
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