Page 13 - Writing Winning Business Proposals

4 Writing Winning Business Proposals

1. Proposal logics: Understand the baseline logic

S S B
1 2
Current Desired Benefits
Situation Result

2. Proposal logics: Construct a logical methodology

O Objective

A A
Actions
A A A A

3. Proposal Psychologics: Reconcile different perspectives across multiple
buyers
Evaluation Counters to
Evaluation
Counters to
Hot Buttons Criteria Competition
Hot Buttons
Criteria
Competition
4. Proposal Psychologics: Crystallize and develop key messages and
themes
Themes Themes
Themes
Themes
Selection Development
Selection
Development
5. Proposal Preparation: Weave key messages and themes throughout the
proposal
Situation Objectives Methods Quals Costs Benefits
Costs
Benefits
Methods
Quals
Situation
Objectives
Slot Slot Slot Slot Slot Slot
Slot
Slot
Slot
Slot
Slot
Slot
dev
I
oc
es
FIGURE I.1 A very brief overview of the proposal-development processs
FIGURE
elopment pr
view of the pr
y
er
v
brief o
er
A v
.
oposal-
1
2. Construct a logical methodology. To move me from S1 to S2, your document
or presentation proposes a series of actions, a methodology, that must clearly
and logically communicate how you’ll help me and my organization achieve
our objective and desired result. In Chapter 5, I show you a logical framework