Page 316 - Writing Winning Business Proposals
P. 316
Index
Note: Page numbers followed by f refer to figures.
Abstract nouns, avoiding, 276–79 engagement objective and, 29f
Actions, sequencing, logic trees and, 73–74 outputs of, 76, 77f
Active voice, 280 overriding problem and, 28
Alignment of results and benefits, 35, overriding question and, 29, 29f
36–39 strategic direction and, 27
“align” step of, 40–43, 42f triggering event and, 27–28
“expand” step of, 40, 41f value proposition and, 44, 45f
“list” step of, 39, 39f work session for aligning, 47–54
Argument Benefits, 3, 33–34
qualifications slot and, 187–89 aligning results and, 35, 36–39f
using Themes Development Worksheet implementation, 34
for structuring, 189 insight, 33–34
planning, 34
Background section, map for writing, types of, 199–200
152–56, 152–56f Benefits slot
Baseline logic, 3, 17–24, 18f function of, 200–201
aligning, 25–47 work session for, 201–5
desired results and, 30 writing, 197–99
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