Page 238 - Writing Winning Business Proposals
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Summary: The Proposal Development Process 229
A. Baseline Logic Benefits (Logics Worksheet, Cell 6).
B. Buyers’ Benefits (Psychologics Worksheet, Cell 1).
C. Hot Button Benefits (Psychologics Worksheet, Cell 2).
D. Themes Development Benefits (Themes Development Worksheet, Benefits
column).
12. Determine the proposed fees (Chapter 13) considering the prospect’s return
on consulting investment (and the large number of other measurable as well
as nonmeasurable factors influencing the project’s value) and the potential
risks to you and your firm.
13. Be certain that your document’s sentences and voice are appropriate for
the situation (Appendix E and Appendix F).
14. Evaluate the proposal by using the Rating Guide and/or the Lead Qualification
Worksheet referred to in Appendix H, making certain to weight the various
factors based on the situation while trying to view your efforts from the
prospect’s perspective (Figures 14.7 and 14.8).
