It’s pretty easy. Hundreds of companies – from law firms to major corporations – have done it before and hundreds more will do it after you.
First, just send me an email at ChrisREMOVETHISANTISPAMTEXT@REMOVETHISANTISPAMTEXTLawProposals.com or fill out the form below. Tell me you’re thinking about getting some proposal help. Or just say you’d like a fresh set of eyes to look at your proposals. It’s your email, you can give me as much or as little information as you want!
Either I or my assistant will email you back as soon as possible. We’ll let you know about my schedule so you’re not left waiting and wondering.
If you haven’t described the problems you’re having – or if you’re not sure yet if you have one – I’ll ask a few questions. What do you think the issue is? What are you hoping to change or confirm? What do you want to get out of any potential proposal help? More wins? Bigger deals? Less stress? Predictability and control? Faster process? Or do you need help identifying the root problem?
I’ll also ask about your proposal operations to get a better sense of what, if any, solution will be most effective and efficient for you. At that time, if you haven’t sent me any recent proposals, I’ll also ask you to send at least three to five. This is all free and confidential.
I’ll read them over and analyze them for the presence or absence of the proposal best practices. I’ll also run some linguistic tests. Afterwards, I’ll give your results, including how you compare to others and where you want to be. Do you even need any help at all? Frankly, you most likely do or you wouldn’t be here, right? But sometimes current proposals are pretty good and I am absolutely upfront about that. Believe me, I’m busy enough that I don’t need to take on clients I can’t do much for. Plus, since I guarantee a 1,000% ROI, I only focus on clients who I know I will help.
Assuming there are issues, I’ll let you know:
- How are you doing compared to others?
- How much better could you be doing?
- What sort of increase in win rate can you expect from improved proposals?
After that, it’s up to you. If you want to move forward and improve your win rates, then you just tell me so. My rates are based on the value of the service, which means they’re based on your firm size. One low rate for firms less than $50 million, a slightly higher one for firms less than $100 million, a slightly higher one for firms less than $500 million, and a “technically the highest but still a great value” rate for firms over $500 million. Everyone in the same situation pays the same rate. Nice and fair.
I send you a Statement of Work or you send me one or you have a first year associate write some gibberish that nobody understands and we just ignore it. Regardless, we set a date, get the final OKs and we get to work improving your win rates.
What do people choose?
About 5% want consulting – for me to come in, figure out what’s going wrong and make specific recommendations. Usually in these cases, there are problems with firm structure, with lack of information flow, and then with the proposals themselves. In those cases, pretty much 100% of clients want me to train their people on writing better proposals as a new engagement.
Another 5% want speaking. With my background as a lawyer, I have a lot of new techniques and insights that you don’t get elsewhere. About 50% of these lead to additional work down the line – usually training.
About 10% want a content library. This is where I write the critical sections of your proposals for you, which you then plug into real proposals like Legos. Typically, we’ll set up a workshop where I train your high level people on effective persuasion so they know why and how to plug in the content. As the workshop unfolds, participants will generate the material I need for the content library. I then take that back and create the content for you. This is a turn-key solution since all you have to do is identify which content to use where and you have an instant persuasive proposal.
But the vast majority of clients – around 80% – come in wanting training. I say “come in,” because around half end up wanting a content library as well. Which is fine, because my training has participants work on real deals. So they’re constantly generating information about you and your departments and competitors – all the stuff I need for content libraries.
OK, so let’s talk about training. What’s that like? For training, I have a 12 person minimum and a 25 person maximum. The reason is that I divide the participants into teams and they compete against each other for points and prizes. Egos are on the line. Pride is at stake. Let me just tell you, people get very invested in winning. And how do you win? Master each of the skills necessary for you to create a truly persuasive proposal. Win-win, huh? Fun and profitable for them and for you.
Last month I had a group in London. One of the people was the brand new VP of Sales. (In the rarefied world of law firms, we usually call them Directors of Business Development or some other obscure term.) The others were mostly line managers and some regional managers. But this guy was the real deal. Well, he had just started only two weeks previously. So he called me ahead of time and said, “This looks great and I’ve heard great things, but I’m just going to observe, if that’s alright.”
Take a guess. Can a VP of Sales see a competition and not immediately want to win it? Within 10 minutes, there he was with everyone else, arguing why his team’s answers were more right than other teams, and why they deserve bonus points and on and on. It’s really a great time.
On course evaluation forms, the class regularly gets “5”s all the way down. In just the past five classes, I’ve had at least a dozen people come up after class and say it was the best training they’ve ever taken. That’s not meant to brag. It’s simply meant to get across how seriously I take training my classes, using the right blend of fun and rigor and taking the time to ensure that everyone truly gets it.
And then, just because class is over, that doesn’t mean my help is done. All of my services come with some amount of free consulting. Your people can send an executive summary for review or ask follow-up questions or whatever they want. Remember, I give you a money-back guarantee, so I’m happy to clarify and help.
So, there you go. That’s how it works.
Besides a fun, engaging, interactive experience, what else do you get when you hire me to help you whip your win rate into shape?
Here’s the top 10 results you will benefit from, based on my experience with amazing folks at AmLaw 100 and UK Magic Circle law firms, as well as other all-star clients like Wells Fargo, GE, Honeywell and The Ken Blanchard Companies:
- You will make more money. You will win more proposals and you will win more big deals. A survey of Fortune 500 clients who implemented these strategies showed that they increased their win rate by 39% on average.
- You will discover persuasive techniques that bring jaw-dropping results. This includes my proprietary persuasion equation for tapping into the brain’s three persuasion channels and the ABC technique for instantly zeroing in on what the buyer really wants. Our research shows that the sum total of these techniques will make your proposal or sales presentation, on average, 255% more persuasive – even if you have fewer features than your competitors.
- You will learn how to differentiate yourself in ways that leave competitors in your dust. Research by Accenture shows that, if you can differentiate yourself in the marketplace, you will have twice the profit margin than your undifferentiated competitors.
- You will gain tricks and techniques for improving persuasiveness. My proprietary 5-10-15-20 technique, for example, has been empirically tested and proven to increase persuasiveness by between 10 and 50%.
- You will learn the structure of persuasion. Your proposals will tap into the brain’s heuristic decision-making system. Results from fMRIs show that persuasive messages light up different centers of the brain than do other types of writing. If you want them to choose you, you have to give them the information they need in the order they need it.
- You will apply your results right now. In fact, many students leave the workshop with executive summaries, presentations, differentiators, value statements, case studies and other essentials for live deals already done. At several training classes, we’ve applied the techniques to opportunities that came up that very day.
- In one recent case, a participant got an email from his contact at Samsung, asking for a summary of his proposal’s main points. (Translation: I didn’t understand what you wrote and it was all about you anyway. Can you please give me the information I need to sell this internally?) So, over lunch, we sat down and wrote it right then and there. He sent it. Within 20 minutes, he got an email back, saying, “Thank you so much. This is exactly what I needed to convince my boss.” Final result? Success.
- You will learn how to support your proposal with clear, crisp evidence, including my proprietary techniques for valuing pieces of evidence, and knowing which evidence to present when. Using evidence effectively increases the persuasiveness of your proposal between 40 and 92%.
- You will gain a complete blueprint of exactly how to create a winning proposal or sales presentation. You get a cheat sheet template so you will always know what to say, where to put it, and exactly how to write it.
- You will see how to sell your message graphically. The right graphics increases the persuasiveness of your message by 47%.
- You will learn tricks that will improve the clarity and punch of your writing in less than 5 minutes.
Pretty explosive stuff, huh? They really are the key to quickly recharging the sales, profitability, efficiency and morale in your firm.
I guarantee you won’t regret it. Nobody has yet.
So take your sales beyond the aggravation, beyond the ho-hum routine and way beyond the basics.
35% more wins.
35% more money.
35% less time.
(Here’s a graphic my IT guy created to get the point across:)