The Inside Scoop: Proposals and Interviews from the Client's Perspective, by Marcy Steinberg. Strategic planning, marketing,, winning proposal writing, sales and presentation training for architects, engineers, and business development managers in the design professions and other professional services.

Page

1.

Introduction

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2.

Client and Firm Professionals Interviewed for This Series

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3.

Public Buyers Survey and Summary of Responses
Public Buyers Survey
Summary of Public Buyers Responses, November 2001–January 2002

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11

4.

Private Buyers Survey and Summary of Responses
Private Buyers Survey
Summary of Private Buyers Responses, November 2001–January 2002 23

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23

5.

Final Tips and Advice Offered by Buyers

29

6.

Professional Associations Mentioned by Buyers

31

7.

At-A-Glance Guide

33

8.

Preparing Winning Proposals
Errors That Eliminate Your Submittal
Impressions That Move You to the Top
Substance That Gets You Shortlisted
Proposal Management
Editing for Impact
Sample Design Proposal Contents
Data Collection

35
37
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44

9.

Finessing the Interview
What Arizona Design Service Buyers Say
Twelve Things to NEVER Do at a Selection Interview
Twelve Things to DO at Every Interview
Sample Presentation Outline
The Four Ps of Presentation
Verbal and Nonverbal Techniques
Comments on the Strongest Interview Techniques

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56
57

10.

Verbatim Responses From Clients That Hire Engineers and Architects

65

11.

Verbatim Responses From Clients That Only Hire Engineers

93

12.

Verbatim Responses From Clients That Only Hire Architects

103

13.

Articles
“Why Aren’t You Shortlisting (as much as you’d like)?”
“Selection Interview Success: It’s Not About You”