Page 257 - Writing Winning Business Proposals

Logics Worksheet Cell 5
Prospect’s Desired Results “What does the prospect desire instead of the current situation?”
Prospect’s Desired
Prospect’s Desired Insight Prospect’s Desired Planning
Result (to be achieved after Result (to be achieved after Implementation Result (or
Insight Question is answered) Planning Question is answered) Measurable-Results Orientation,
if not an Implementation Project)
Insight/knowledge regarding . . . A Plan to/for . . . An Implemented Plan to/for . . .

Deliverables Deliverables Deliverables

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FIGURE B.5 The Logics Worksheet, Cell 5
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Logics Worksheet Cell 6
“What beneficial effects will accrue to the prospect
Expected Benefits (B)
as/after their desired result(s) are achieved?”
Benefits from Benefits from Benefits from
Gaining Insight Having a Plan Implemented Plan (measurable
(nonmeasurable) (nonmeasurable) and nonmeasurable)
1) List 1) List 1) List
3) Align 2) Expand 3) Align 2) Expand 3) Align 2) Expand
.
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FIGURE B.6 The Logics Worksheet, Cell 6
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