Page 255 - Writing Winning Business Proposals
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Logics Worksheet Cell 1
Prospect Profile “How would you characterize the prospect?”
Major products/markets
Annual revenue/profitability/trends
Major competitors
Market/industry issues
Strategic direction
Experience with your competition
FI G URE B . 1 T he L ogics W orksheet , C ell 1
FIGURE B.1 The Logics Worksheet, Cell 1
Logics Worksheet Cell 2
“What is happening today that
Prospect’s Current Situation (S )
1 the prospect would like to change?”
Prospect’s Triggering Event, Problem, and Its Effects
(Including Lack of Benefits and Downside Risk of Doing Nothing
Triggering event:
Single overriding
problem:*
Effects of 1) List
problem:
3) Align 2) Expand
* Align with the dominant overriding question in Cell 4
, C
orksheet
B
ell
IGURE
2
F FIGURE B.2 The Logics Worksheet, Cell 2
he L
T
.
W
2
ogics
