Win More Work How to Write Winning A/E/C Proposals Jim R Rogers 9780910090643 Books
Download As PDF : Win More Work How to Write Winning A/E/C Proposals Jim R Rogers 9780910090643 Books
Over the past decade, A/E/C firms have seen a spike in the number of competitors vying for the same work. The crowded field makes it difficult to get noticed, remembered, and selected by decision-makers. Win More Work How to Write Winning A/E/C Proposals offers an experienced look at how to write memorable proposals. Being memorable is the key to success. This book will help architects, engineers, construction executives, and their marketing professionals understand how to write proposals that can double their win rate —thereby freeing them up to provide better service to customers, reduce marketing costs from bad pursuits, or simply spend more time with family and fewer Saturdays at the office. This book has something to say to both the novice proposal writer and those with decades of experience.
Win More Work How to Write Winning A/E/C Proposals Jim R Rogers 9780910090643 Books
Don’t let the size of the book fool you. What it lacks in length, it more than makes up for in quality content. And quality is really what any of us are after! My version is heavily underlined and notated and if you’re a business development expert or engineer novice looking to become a seller-doer, this is definitely a reference you want to add to your library.The Betterness Trap. People can read through fluff and bold assertions of ones exclusive awesomeness will oftentimes lose a project, time and your energy. Being overconfident is the wrong mindset to employ in proposal development. The better path to follow is knowing why you want the project (beyond $), what the client truly needs (their why), and then communicating through stories.
The Three Proposal Elements. There are a lot of tactics one can employ in a proposal to get it recognized by judges. Focusing on the three “S’s” of your proposal, however, will spell the difference between winning the project and wasting your time.
Substance: this is the core of your logical argument. Why now? Why you? What do they really want?
Structure: this gives order to your proposal. It spells out in clear text the benefits the client will gain from being a relationship with you.
Style: gets your proposal noticed and remembered and not in a sleazy, salesy way.
The overall goal is to help make the judge’s decision-making easy. The three-S formula helps you to ensure your proposal accomplishes just that – simplicity.
Your Win Theme. Why should you be hired instead another firm? Find one idea, or “win theme”, addressing the client’s primary concern and focus the description of your strengths exclusively on this win theme. Describe vivid advantages of hiring you. Your win theme becomes the thread that ties your entire proposal together and it’s the main idea you want judges/everyone to remember.
Bottom Line: Clients don’t buy what you do; they buy why you do it. In a field populated by vendors that are just qualified, just as experienced, and just as skilled as yours, you must set yourself apart. You can do this by creating trust and loyalty by establishing a relationship based on truly understanding the clients requirements (stated/unstated) and clearly articulating “why you”.
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Tags : Win More Work: How to Write Winning A/E/C Proposals [Jim R Rogers] on Amazon.com. *FREE* shipping on qualifying offers. Over the past decade, A/E/C firms have seen a spike in the number of competitors vying for the same work. The crowded field makes it difficult to get noticed,Jim R Rogers,Win More Work: How to Write Winning AEC Proposals,American Council of Engineering Companies,0910090645,BUSINESS & ECONOMICS Sales & Selling General
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Win More Work How to Write Winning A/E/C Proposals Jim R Rogers 9780910090643 Books Reviews
you do what the book says. Jim Rogers has clearly and concisely defined the way for engineers, architects, environmental professionals to transform their perspective and write winning proposals, qualifications, bios, resumes, project case histories and website content. Jim show you the way to real differentiation and standing out from the other highly qualified service providers. Most firms know they need to differentiate but their proposals and presentations are just like their competition-"We are uniquely experienced, we have the right technical solution and we are competitively priced." The advice in this book changes your writing perspective. The book is a game changer and I have been in the game since the 1980's.The question is will you invest the time and follow Jim's advice or go back to writing bold assertions about how your firm is better than the competition? You will still win sometimes, just like you did last year. I was given similar advice a few years ago when I attended a business conference at Disney that taught how to tell your story. Jim Rogers teaches you about making your story memorable to the client and the people making the project selection decision. We cant win them all, but this book will help you win more.-If you and others in your firm do what the author advises.
Read Jim's book, wrote our first proposal using his ideas, and won the project! The client's feedback was amazing, and we had stiff competition. Thanks Jim!
Don’t let the size of the book fool you. What it lacks in length, it more than makes up for in quality content. And quality is really what any of us are after! My version is heavily underlined and notated and if you’re a business development expert or engineer novice looking to become a seller-doer, this is definitely a reference you want to add to your library.
The Betterness Trap. People can read through fluff and bold assertions of ones exclusive awesomeness will oftentimes lose a project, time and your energy. Being overconfident is the wrong mindset to employ in proposal development. The better path to follow is knowing why you want the project (beyond $), what the client truly needs (their why), and then communicating through stories.
The Three Proposal Elements. There are a lot of tactics one can employ in a proposal to get it recognized by judges. Focusing on the three “S’s” of your proposal, however, will spell the difference between winning the project and wasting your time.
Substance this is the core of your logical argument. Why now? Why you? What do they really want?
Structure this gives order to your proposal. It spells out in clear text the benefits the client will gain from being a relationship with you.
Style gets your proposal noticed and remembered and not in a sleazy, salesy way.
The overall goal is to help make the judge’s decision-making easy. The three-S formula helps you to ensure your proposal accomplishes just that – simplicity.
Your Win Theme. Why should you be hired instead another firm? Find one idea, or “win theme”, addressing the client’s primary concern and focus the description of your strengths exclusively on this win theme. Describe vivid advantages of hiring you. Your win theme becomes the thread that ties your entire proposal together and it’s the main idea you want judges/everyone to remember.
Bottom Line Clients don’t buy what you do; they buy why you do it. In a field populated by vendors that are just qualified, just as experienced, and just as skilled as yours, you must set yourself apart. You can do this by creating trust and loyalty by establishing a relationship based on truly understanding the clients requirements (stated/unstated) and clearly articulating “why you”.
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