Page 314 - Writing Winning Business Proposals

Notes and Citations 305

foundational courses in the medieval university’s liberal arts education. Aristotle
defined rhetoric as “the faculty of observing in any given case the available means of
persuasion.” Beginning with the next chapter, you will be focusing on those means,
the ends of which will be a proposal that sells.

Chapter 6

1. Robert B. Miller, Stephen E. Heiman, et al., The New Strategic Selling (New York:
Warner Books, 2005).
2. Glenn J. Broadhead and Richard C. Freed, The Variables of Composition: Process and
Product in a Business Setting (Carbondale, IL: Southern Illinois University Press,
1986), 52–53.
3. As with the Logics Worksheet, the Psychologics Worksheet as well as its individual
cells can be downloaded from http://web.me.com/rfreed/Writing_Winning_Business
_Proposals/Home.html.

Chapter 7
1. See Appendix E on writing effective sentences for a discussion of this important
technique.

Chapter 8

1. DeBono’s website calls him “the leading authority in the field of creative thinking,
innovation, and the direct teaching of thinking as a skill.”
2. You can download a handbook for conducting 40-minute Green (or Red) Team
Reviews from http://web.me.com/rfreed/Writing_Winning_Business_Proposals/
Home.html.

Chapter 9
1. So that you don’t get tired reading them and I don’t go nuts writing them, for the rest
of this chapter, I will refer to the Story/S1 Component as the Story Component and the
Closing/S2 Component as the Closing Component.

Chapter 10
1. I pronounce it “pipped.”
2. Broadhead and Freed, The Variables of Composition, 58.