Page 181 - Writing Winning Business Proposals

172 Writing Winning Business Proposals

If you have done a good job on your Themes Development Worksheet, your
opening P-slot to methods can’t not be persuasive! If you have four themes,
you will have four reasons arguing that out of a universe of possible approaches,
yours is the best for our situation. The work session at the end of this chapter,
which is essential reading, will clearly demonstrate how the TDW’s Situation and
Methods columns provide most if not all the content for your methods section’s
introduction.
As Figure 10.8 and Figure 10.9 illustrate, the conclusion to your methods sec-
tion also contains a P-slot. Rather than ending with a discussion of the tenth
task of the third phase—i.e., ending with information—you can persuasively
conclude your methods section by itemizing the expected deliverables (if they
haven’t been identified within the tasks), by summarizing the most important
deliverables (if they have been included in the tasks), and/or by explaining to me
the value that your approach will add, the benefits that will accrue, during the
project.

PIP at the Document Level
I doubt that you have ever seen a proposal whose methods section either began
or ended the document. Typically, methods sections reside in the middle of the

Document Methods
Document
Methods
Level
Level Section Level Task Level
Task Level
Section Level
Why should this Why should this Why should this
Why should this
Why should this
Why should this
project be methodology be task be
methodology be
project be
task be
performed? performed? performed?
performed?
performed?
performed?
I I I I I I
What will result
What will result
What will result What will result
What will result
What will result
from this
from this
from this project? methodology? from this task?
from this project?
from this task?
methodology?
ev
e
l
ocument
F FIGURE 10.10 P-slot questions at the document levell
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IG
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1
RE
1
0.
P-
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ot questions a