Page 259 - Writing Winning Business Proposals

Psychologics Worksheet Cell 3
“How receptive is each buyer to
Buyer Receptivity
your efforts to date?”
Power Base Receptivity
L M H –– – + + + Rationale for Your Ratings
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F FIGURE B.9 The Psychologics Worksheet, Cell 3
Psychologics Worksheet Cell 4
Evaluation Process/Criteria “What process/criteria will the buying committee use, collectively?”
“What is the prospect’s budget for this project?”
“How will the selection decision be made?”
“What collective evaluation criteria will be used?” Knockout Relative Weighting
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FIGURE B.10 The Psychologics Worksheet, Cell 4 4
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