Page 317 - Writing Winning Business Proposals
P. 317
308 Index
Buyers, analyzing, 96 Fees slot
Buying roles, 88–96 pricing considerations for, 208–15
coach, 90–91, 91f writing, 207
economic, 88–89, 89f Flags
ratifier, 92–93, 93f green, 136
reason for identifying, 94 red, 136
technical, 90, 90f
user, 89–90, 89f Generic structure, of proposals, 87
worksheet for identifying, 96–101 relationship of baseline logic and
proposed project, 44–46
Closing component, of background slots in, 12–15
section, 148–51 understanding logic of, 15
work session for writing, 162 Green flags, 136
writing, 13, 155–56f Green Team Review, 132
Coach buying role, 90–92, 91f defined, 134
Collaboration, 131 events after, 138
Competition, analyzing, 122–24, members of, 134–35
123f process of, 135–38
Complex sales, 5, 88 strategic premise of, 133–34, 133f
Counters to competition, themes and, value of, 139
112, 113f Green-thinking hat, 131–32
work session for identifying, 122–24
Current situations, 3 Hot buttons, for themes, 108–10
kinds of, 20–21, 20f work session for identifying, 118–20
Deliverables, 31–33, 34 Implementation benefits, 34
implementation, 32 Implementation deliverables, 32
insight, 32 Implementation Projects, 21, 22f
planning, 32 objectives for, 70
Desired results, 30, 34 Information slots (I-slots), 165, 165f
Insight benefits, 33–34
Economic buying role, 88–89, 89f Insight deliverables, 32
Engagement objective, 29f Insight Projects, 21, 22f
Evaluation criteria, for themes, 110–12, measurable-results orientation of, 58
111f objectives for, 69–70
work session for identifying, 120–22 Internal proposals, 267–74
