COURS.

APERÇU

After participating in this course, you will be able to:

• Know the best way to organize proposal content
• Understand how to write powerful, persuasive proposals better and faster
• Increase your proposal win rates
• Differentiate your offering by providing significant client value
• Learn the key points of content that the reader (decision maker) wants to see and the best way to present it

Description
Selling consulting engineering services is a complex undertaking. In a competitive market, you must write and present powerful proposals to win the business. In fact, it's almost impossible to close business without one in today's environment.

What are the essentials of a good proposal? What are the key points of content the decision maker wants to see? What's the best way to organize the content? How can you create compelling value propositions that the decision-maker will take advantage of? How can you write powerful, persuasive proposals better and faster?

Who Should Attend

• Project Managers
• Sales/Business Development staff
• Marketing support staff
• Managers involved in proposals and presentations

Horaire : 12:00 PM - 2:00 PM EDT

Exigences techniques

Pour les utilisateurs de PC
OS: Windows 7, 8, 10 ou plus récent

Navigateur :
IE 11 ou plus récent, Edge 12 ou plus récent, Firefox 27 ou plus récent, Chrome 30 ou plus récent

Pour les utilisateurs de Macintosh
OS: MacOS 10.7 ou plus récent

Navigateur :
Safari 7+, Firefox 27+, Chrome 30+

iOS
OS: iOS 8 ou plus récent

Android
OS: Android 4.0 ou supérieur

voir le programme complet

PROGRAMME

Course Outline

• Writing process
• Benefits of outlining
• What is a business proposal?
• Proposal purpose
• Understand the reader
• Three Ps of business proposals
• Reports – structure
• Introduction vs. Executive Summary
• Body of the report
• Conclusion & Recommendations
• Writing – Sell Your Benefits
• Paragraphs vs. numbered/bullet points

FORMATEUR

Kristen Stelzer

Kristen translates technical ideas and benefits into relatable terms customers can understand. She doesn’t “dumb down” ideas, which can be condescending. Instead, she breaks down complicated ideas into more straightforward, relatable forms.

She started doing this 20 years ago as a land developer and civil engineer. Kristen ensured non-specialists could understand a complicated project—and she’d persuade them to support it.

If politicians and stakeholders didn’t understand or support a project, it wouldn’t get approved. And that would mean hundreds of thousands of dollars in investment—and millions of dollars in profits—lost.

Kristen secured hundreds of approvals for residential, commercial, and telecom clients. She uses those skills to help tech companies explain their products and services to their customers.

Kristen specializes in white papers, lead magnets, sales-funnel content, strategy and training. Her clients include government contractors, engineers, marketing agencies, the Linux Foundation, and IBM.

She recently won awards for chatbot writing and for white paper writing. She’s an AWAI Certified Copywriter, White Paper Specialist, Chatbot Writer, and Email Specialist. She also retains her PE license in Maryland.