Herman Holtz – författare

THE CONSULTANT'S GUIDE TO PROPOSAL WRITING Third Edition When clients make the decision to hire you, they are putting more than money on the line. They are also putting their company's future and its reputation in your hands. That's why your success depends on your ability to gain prospective clients' complete confidence, not only in the solutions you offer, but in you -your capabilities and character. In this latest edition of his bestselling guide, Herman Holtz-the "Consultant's Consultant"-shows that the most effective means of doing this is with a strategic, well-written proposal. But that's only part of the picture. He also shows you why and how a winning proposal, when correctly used, is an indispensable tool for forging lasting relationships with clients and increasing income. The first book devoted exclusively to this critical consulting skill, The Consultant's Guide to Proposal Writing takes you through all of the steps involved in researching, planning, designing, writing, and presenting winning proposals. Drawing upon nearly three decades of experience as a successful consultant to both government and Fortune 500 companies, Herman Holtz shares everything he knows about what clients really want to see in a proposal and how to give it to them. He also provides valuable tips on effective language and design, what information to include and what to leave out, how not to undersell or oversell yourself, and how to generate interest in additional and future services. This Third Edition has been thoroughly updated to cover all of the important technological advances that have occurred since the last edition, as well as important new trends in the consulting markets themselves. You'll find a new chapter on how to market yourself in cyberspace via Web sites, e-mail, and other online resources, plus a new section on the latest in desktop publishing technology and how to make the most of it. This edition also features guidance for the growing numbers of consultants specializing in proposal writing, and for professional writers who would like to add proposal writing to the services they offer clients. The Consultant's Guide to Proposal Writing, Third Edition gives you everything you need to know to simplify one of the most difficult consulting jobs-winning clients. From America's foremost expert on consulting, a complete guide to developing winning proposals A winning proposal is more than just a statement of proposed consulting services. An effective, well-crafted proposal is a valuable marketing tool that can:* Win new clients* Generate new business from established ones* As much as double your income! In this updated Third Edition of America's #1 consultant's guide to proposal writing, Herman Holtz -the "Consultant's Consultant" -tells you everything you need to know to research, design, write, present, and get the most out of winning proposals. He tells you what clients are really looking for in proposals and how to give it to them. And he shows you how to:* Get the most out of the latest desktop publishing technology* Market yourself via the Web, e-mail, and other online vehicles* Find and tap key online research sources* Discover the keys to creativity* Avoid common errors in proposals* Safeguard your proposal against piracy* Solve the problem of page-limited proposals* Develop cost, technical, presentation, and competitor strategies* Sell to the government* Make the bid vs. no-bid analysis and decision

Now--America's #1 marketer and consultant puts together the firstcomplete guide to catalog sales! Starting & Building YourCatalog Sales Business Some of America's best known and mostsuccessful businesses, such as Sears, Spiegel, L.L. Bean, andLands' End, are "catalog companies," earning a major percentage oftheir profits through catalog sales. If you're a business owner orentrepreneur, now you can do the same with the help of this book.Written by bestselling author Herman Holtz, Starting and BuildingYour Catalog Sales Business is a complete guide to catalog salesthat explains how to get started in and manage a catalog businessprofitably. Packed with anecdotes, worksheets, and examples drawnfrom successful catalog sales businesses, it explains:* The basics of direct-mail selling and catalog sales* The secrets to creating catalog copy that really sells* The essential elements in the catalog mailing--including how tocreate a strong sales letter and a user-friendly order form* How to choose and use the right mailing lists* Managing the two essentials of the catalog business: sales volumeand pricing

At last, a complete business plan guide just for independentconsultants! . . . And who better to write it than North America's#1 bestselling author on consulting? Unlike most general business plan books that focus on raisingcapital and applying for loans, this unique do-it-yourself guideconcentrates on defining services and products. Written by HermanHoltz, the nation's leading expert on making it as an independentconsultant, it tells you everything you need to know to develop arealistic, workable business plan that prepares you for anycontingency and helps guide your day-to-day decision making as yourbusiness flourishes and grows. Numerous illustrations andworksheets guide your every step and save you the drudgery ofstarting from scratch. This book covers all business planningtopics of crucial concern to consultants, including:* Defining your products or services* Market research and sales strategies* Rate structures and income projections* Worksheets to help you create objectives and set goals* Sample business plan Includes the Author's Disk to help you prepare your business plan,from defining your services and target market to estimatingstart-up costs, setting rates and consulting fees, and projectingincome. Boilerplate contracts and letters of agreement are alsoprovided.

This guide shows how to develop sales and promotional pieces in-house, when the cost of producing outside may be prohibitive. The author discusses several types of copy writing, explaining the role of each type, and includes instructive exercises. Coverage includes advertising, direct-mail, and newsletters--with samples of successful copy writing in each area. Holtz also shows how to create persuasive marketing publications and covers the new technology of desktop publishing. Appendixes review available desktop publishing hardware and software, and there is a reference listing of periodicals and other books on desktop publishing.