商品簡介
Competitive bidding for work is a long-established aspect of business within the professional services and consulting sector. Firms dedicate huge resources of manpower and time into the production of proposals, and for many markets pitching has become a critical element of both attracting and retaining business. As clients' demands become more demanding and competition more intense, firms that want to win and retain business need professionals, business development and marketing teams that are experts in creating and presenting compelling proposals. Professional Services Proposals Handbook offers a masterclass in improving your pitching skills and processes.
Drawing on insights from current pitch and proposal professionals and client-side procurement teams, Professional Services Proposals Handbook provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process providing clear, commercial guidance on best practice and strategies for success.
Packed with practical features to help readers put guidance into practice, Professional Services Proposals Handbook also supports business-wide improvement with a clear analysis of the processes and systems available to support pitch assembly and reporting. Whether you are a bid and proposal professional looking for extra tools to add to your toolkit, a business development or marketing manager providing support and expertise to your partners, or a professional wanting to improve your own pitching skills, this will be your bible to winning the key opportunities that will set your firm apart.
作者簡介
Matthew Fuller has 25 years' experience of working in the professional services sector. He has led global business development and marketing teams at Allen & Overy (where he also spent time based in Germany), Herbert Smith and currently White & Case. He has run training programmes throughout the world advising partners on proposals best practice. He is a regular contributor at conferences and writes and features in industry media.
Tim Nightingale is a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services Marketing Group (PSMG). Tim is a regular conference and seminar speaker and has addressed the Law Society, Royal Institution of Chartered Surveyors and PSMG annual conference.
Matthew and Tim both contributed chapters to Professional Services Marketing Handbook (Kogan Page, 2015).
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