Page 173 - Writing Winning Business Proposals

164 Writing Winning Business Proposals

1. 2. 3.
Define Actions Select Activities Combine

Client-
Problem- Management
Solving
Process
Process
Your Methodology
Activities
Actions necessary
important for
for achieving
planning/
objective
communicating
For Example: Major Tasks:
O
• kickoff meetings • Confirm objectives.
• progress reviews • Specify . . .
A A • final presentations • Determine . . .
• Review results.
• Profile . . .
A A A A
• Presentfinal report.
Take place over Take place at a
time point in time

FIGURE 10.1 Your methodology includes both actions and activities.
FI G U R E 10.1 Y our methodology includes both ac tions and ac tivities .

Now, remember, you are Marcia Collins. How do you feel, Marcia? Angry?
Embarrassed? Astonished, threatened, hostile, bitter, disbelieving, undermined?
If your receptivity rating was a “single plus,” it’s now likely a “single minus” (or
worse). If it was a “single minus,” it’s now a “double minus.” I made a huge mis-
take by not having discussed with you, before the presentation, this key task in
our methodology. I also failed to use a simple and yet extraordinarily powerful
concept that will help you to develop persuasive methods sections. The concept is
called PIP, which stands for Persuasion–Information–Persuasion, and the rest of
this chapter explains what it is and how to use it.

What Is PIP?

Persuasion primarily involves logical or emotional appeals intended to change
beliefs or produce conviction. Information primarily involves facts. The power of
the PIP technique rests on these commonsense assumptions: