Page 260 - Writing Winning Business Proposals

Psychologics Worksheet Cell 5
“Based upon the evaluation criteria, how does
Competition
the prospect compare you with competitors?”
Considering the Prospect’s Evaluation Criteria for This Opportunity . . .
Competitors
Competitors’ Strengths Competitors’ Weaknesses
In-house/other initiatives

Your Strengths Your Weaknesses
You
“How might you counter competitors’ strengths “How might competitors counter your strengths, exploit
or exploit their weaknesses?” your weaknesses, or redefine the overriding question?”

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FIGURE B.11 The Psychologics Worksheet, Cell 5ell 5
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Psychologics Worksheet Cell 6
“What repeated messages best characterize the
Themes
prospect’s story and/or differentiate you?”
Themes Come from Hot Buttons, Evaluation
Criteria, and Counters to the Competition
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3
4

5

ell 6
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orksheet
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FIGURE B.12 The Psychologics Worksheet, Cell 6
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chologics
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