Last week AMACOM released the third edition of one of his books Persuasive Business Proposals.  This is considered the bible for proposal writing. He completely rewrote the book from page 1 to the index. He revised the book because it needed to reflect changes that have occurred in the way we work, changes that affect proposal writing.  Just as important, he also wanted to make sure the new edition incorporates lessons he’s learned from working with some wonderful, smart, challenging clients over the past decade.

Also, the characterization of bad writing into the four categories of Fluff, Guff, Geek and Weasel—an idea that he first presented in his book The Language of Success—has proved so popular in workshops and speeches that it became clear that he needed to bring it to Persuasive Business Proposals, too.

Another reason the third edition was necessary has been the on-going transformation of sales and marketing brought about by the use of innovative technology. Now the use of technology has exploded once again, moving us from the local area network to the cloud.  He has had the opportunity to work with proposal experts at Microsoft, Cisco, CIBER, Booz Allen, Thomson Reuters, Dell, NetApp, VMWare and other leading high tech firms to update this tome of brilliance. By collaborating with clients who are themselves at the forefront of information management he has learned how to use that technology to make the proposal writing task easier.

To order a copy of the third edition of Persuasive Business Proposals, just click here. I am confident it will help you win more business more easily and quickly than the earlier editions. Please let me know how it works for you!

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Think about it. Invoices are tools. They help your client-to-be to commit to the next level of doing business with you. For the last three deals that I have closed, not only did I not have to present a “proposal” to close the client, I gave them a choice of which “track” they wanted to take to resolve their sales performance issue. In other words, I described two ways that they could go: solution # 1 and solutions # 2. Both solved the problem, but one was going to take more resources and more money and the other was going to take less. Therefore, I had to have two invoices in my attaché ready to help close the deal when I asked my client-to-be “Which solution do you prefer?” They each chose one so I had to have an invoice ready no matter which one they choose. Not only did it make my life easier to obtain commitment from the client-to-be to move forward with us, it also, impressed the daylights out of our new client that we were so organized and could get started on resolving their issues right away.