Page 150 - Writing Winning Business Proposals

PART
3

Proposal Preparation

f you’ve done all the work in Parts 1 and 2, you now have a much
Ibetter understanding of the logics and psychologics of your potential
clients’ situation. Now, as you’ll see, your proposal or presentation is
almost ready to write itself slot by slot: situation, objectives, meth-
ods, qualifications, and benefits.
Up to this point, I’ve shown you how to generate material by
dropping it into the right places. While there are no rules, there is a
framework for using all the information you’ve developed and a way
to use it both logically and psychologically. You’ll see how all the work
you’ve done up to this point will save you considerable time in prepar-
ing the actual document or presentation.
But time, of course, isn’t the only issue. I wrote this book not just
to help you become more efficient but also to help you become more
effective so that you can gain the additional points you need to win.
By the time you finish Part 3, you’ll understand not only how to incor-
porate the information from the worksheets into the various parts
of your proposal but also how to construct and organize these parts
so that they result in a persuasive argument—one that is thoughtful,
seamless, and compelling.

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