In the IT industry, the white paper has become a popular tool when promoting a product or service and is frequently used in tandem with case studies, and other sales collateral.

In this article, I'll show you how to write an effective white paper that gets your company noticed --- and the pitfalls to avoid if you're new to this areas. Like other types of publications, such as a Case Study, the white paper has an accepted format that is recognized by its readers. Stick to this approach. Readers are familiar with this style and will expect it from you. Only very experienced writers should try more adventurous and radical formats.

Before You Start
Define your target audience. Once you have defined your audience, you can begin to tailor your material to reflect their needs.

It's very important to stress this point. Many novice writers?especially those with a technical background?will focus on the low-level aspects of the software or technology. Avoid getting stuck in the details. Though this has its place, it's probably not here. Executives, and those in the management layer, are your target readers. So, write with them in mind.

Determine Your Topic
Next, determine the main topic for your white paper. This may sound obvious but many writers overlook this and ramble from one vaguely related subject to the next.

Keep to one topic per paper. Avoid the temptation to discuss other features, functionality and innovations. Stay focussed.

Setting Objectives

Write your white paper so that it achieves several objectives. For example:

• Establish you as the definitive authority on the subject in question, i.e. that you

  stand head-and-shoulders above the competition in this area.

• Create awareness of a new market trends and/or product offerings.
• Demonstrates how you are uniquely qualified to achieve this objective.
• Ensures that decision-makers select you over competitors by providing them with

  persuasive arguments backed up with trustworthy references.

How To Structure Your White Paper

Every white paper have the following sections:

Introduction ? this opening section covers the high-level issues and trends in the industry that you are involved with. It may also include recommendations or conclusions you have made about the topic.

High Level Solution ? this describes the relevant technologies at a high-level, especially those you have designed and intend to promote. Support your arguments with tables, charts, and graphics. All of these add weight to your argument and provide a contrast to the main text.

Solution Details ? this explains how the service, technology, or business model works. This is the heart of the white paper. It provides very detailed descriptions of the proposed solution. You can also use tables, charts, and graphics for this section, with cross-references to external supporting documents if required.

Business benefits?This discusses the return on investments, usability, and adherence to standards. Customer quotes are always very helpful. It demonstrates that you are an authority in your field and can back it up with these endorsements. Don?t take references for granted?not all your competitors will be able to supply such endorsements.

Summary ? close the paper with a concise summary of your main points. As many readers will skip the entire document and read this section only, summarize the main selling points about your solution here.

Here?s a suggestion: write the summary as if it were an entirely standalone document. Distill it into one page and conclude with the most important point that you want the reader to remember. If this section is compelling enough, you might persuade them to go back and read the entire document.

Finally, remember that your white paper is a sales document; it's not a technical guide. Once you have finished it, leave it aside for a few days. Then go back and read it.

Ask yourself: would I buy this solution?

Hopefully the answer is Yes.

If not, don?t be too hard on yourself as it takes time to write a persuasive white paper. Instead, identify the areas you feel are weak and go about strengthening them. Soon, you?ll have a nice, sharp document that you can proudly stand over.

Ivan Walsh can help you create winning proposals, write corporate blogs, and sell your digital products online. Get a free tip every Tuesday when you subscribe to Word Up at http://www.ivanwalsh.com

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