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
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
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. 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
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
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
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
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. 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
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
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
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? 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
“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
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
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
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. MORE
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 MORE
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 MORE
Before I dive into my idea and proposed actions for you today, I must start from a different point of reference. MORE
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. 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
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. 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
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
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
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
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. MORE
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. 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
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. 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
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? 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
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
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
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.
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 […].
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.
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.
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
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?
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
Harvard Business Review
JULY 2, 2014
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?
Execupundit
AUGUST 25, 2014
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."
Harvard Business Review
JULY 2, 2014
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?
Harvard Business Review
AUGUST 11, 2015
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.
Harvard Business Review
JUNE 13, 2017
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.
Execupundit
JULY 14, 2011
Keith Hennessey analyzes the debt limit proposal made by Senator Mitch McConnell. [HT: HT: Instapundit.com
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
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 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
Harvard Business Review
DECEMBER 3, 2013
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.
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.
Kevin Eikenberry
NOVEMBER 28, 2016
Before I dive into my idea and proposed actions for you today, I must start from a different point of reference.
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.
Kevin Eikenberry
DECEMBER 9, 2013
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.
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
NOVEMBER 25, 2014
Agreements Closing Consultants Creating Value Fees Proposals There is no excerpt because this is a protected post.
Lead Change Blog
OCTOBER 18, 2013
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.
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.
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.
Kevin Eikenberry
AUGUST 15, 2016
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.
Tanveer Naseer
FEBRUARY 7, 2017
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.
First Friday Book Synopsis
APRIL 12, 2011
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.
David A Fields
JULY 1, 2014
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
Harvard Business Review
SEPTEMBER 25, 2013
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.
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?
Lead Change Blog
MAY 30, 2012
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
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