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Consultant's Guide to Results-Driven Business Proposals How to Write Proposals That Forecast Impact and ROI

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ISBN-10: 0071638806

ISBN-13: 9780071638807

Edition: 2010

Authors: Jack Phillips, Patti Phillips

List price: $67.95
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Book details

List price: $67.95
Copyright year: 2010
Publisher: McGraw-Hill Education
Publication date: 1/5/2010
Binding: Hardcover
Pages: 336
Size: 7.50" wide x 9.50" long x 1.25" tall
Weight: 1.694
Language: English

Jack Phillips, PhD, (Birmingham, AL) is the founder of the ROI Institute and author or editor of more than 60 books. He conducts workshops, provides consulting services, and speaks at conferences globally. Patricia Pulliam Phillps, PhD, (Birmingham, AL) is president and CEO of the ROI Institute, Inc. She has authored or edited more than 30 books on measurement and evaluation. She regularly conducts workshops and provides consulting services worldwide.

The Value Evolution
Value Redefined
Why Now?
Challenges along the Way
Forecasting Value and Guaranteeing Success
Key Definitions
Final Thoughts
The Proposal Process
Importance of the Proposal
How the Decision is Made
Success Factors
Key Steps in the Proposal Process
Final Thoughts
How to Develop Objectives Your Clients Will Love
Fundamental Issues
The Power of Objectives
Case Studies
Final Thoughts
Project Needs: The Basis for Objectives
ROI Needs
Business Needs
Performance Needs
Learning Needs
Preference Needs
Input Needs
Final Thoughts
Developing the Proposal
Proposal Elements
Situation Analysis
Project Inputs and Scope
Objectives and Forecasts
Project Timing/Schedule
Project Budget/Costs
Methodology and Approach
Experience/Unique Advantages
Results Guarantee
Terms and Conditions
Back Matter
Final Thoughts
Managing the Proposal Process
Gathering Intelligence
Proposal Philosophy
Understanding the Stakeholders
Managing the Effort
Presentation Style
Grant Proposals
Team Review
Problems and Issues with Proposals
Presentation Strategies
When You Lose
Final Thoughts
Forecasting Reaction and Learning
Are Reaction and Learning Forecasts Necessary?
How to Construct Reaction Forecasts
Measures for a Reaction Forecast
Securing Input for the Reaction Focus
How to Construct a Learning Forecast
Securing Information for the Learning Forecast
Final Thoughts
Forecasting Application and Impact
Are Application Forecasts Necessary?
Are Impact Forecasts Necessary?
How to Construct Application Forecasts
How to Construct Impact Forecasts
Topics for Impact Forecasts
Inputs for Application and Impact Forecasting
Final Thoughts
Forecasting Money: Benefits and Costs
Why Forecast Monetary Benefits?
Steps to Convert Data to Money
Standard Monetary Values
When Standard Values are not Available
Consider the Short-Term/Long-Term Issue
Fundamental Cost Issues
Cost Estimation Issues
Typical Costs Categories
Final Thoughts
Forecasting ROI and Intangibles
Why Forecast ROI?
Basic ROI Issues
ROI Insights
Other ROI Measures
Basic Steps to Forecast ROI
Forecasting ROI with Reaction Data
Forecasting ROI with Soft Data
Why Intangibles are Important
Forecasting Intangibles
Forecasting Guidelines
Final Thoughts
How to Guarantee Success
What's Wrong with the Present Approach?
The Benefits of a Guaranteed Promise
What must Change
The Guarantee
Payout Options
Final Thoughts
Federal Information Agency: Project Proposal
Situation Analysis
Proposed Approach
Master of Science in Information Science
Objectives of the Program
Project Timing and Schedule
Experience and Qualifications
Results Guarantee
Author's Thoughts