Page 318 - Writing Winning Business Proposals
P. 318
Index 309
Leads, worksheet for qualifying, Objectives, identifying, 69–70
301–2 Overriding question, 29, 29f, 30f
Logic trees, 64–69 identifying objectives based on, 69–70
characteristics of, 65, 66f
identifying and integrating activities Paragraphs, writing coherent, 283–86
necessary for, 74–76 Parallelism, 281–83
ordering actions necessary to achieve Persuasion–Information–Persuasion (PIP)
objectives of, 70–73 defined, 164–66
principles of, 70 at document level, 172–73
sequencing actions for, 73–74 at methods-section level, 169–72
work session for, 80–83, 118–20 in presentation slide, 168f
Logical methodologies, constructing, proposal strategy and, 173–77
4–5, 79 at task level, 166–69
Logics, of proposals, 5 in text proposal, 168f
Logics Worksheets, 246–48 Persuasion slots (P-slots), 6, 165, 166f, 173f
levels of, 173–76
Measurable-results orientation work session for composing, 177–84
Implementation Projects, 61 PIP. See Persuasion–Information–
Insight Projects, 58 Persuasion (PIP)
Planning Projects, 59–60 Planning benefits, 34
using, 61 Planning deliverables, 32
work session for, 62 Planning Projects, 21, 22f
Methodology, constructing logical, measurable-results orientation, 61
79 objectives for, 70
Methods slot, of proposals, 163–64 Point of view, of potential client, 26–27
work session for, 177–84 Pricing considerations, 210
Minto, Barbara, 64 Proposal-development process, 3–6, 4f,
Minto Pyramid Principle, The (Minto), 222–31
64 Proposals
assumptions for creating, 129–31
New Strategic Selling, The (Miller and baseline logic of, 17–24
Heiman), 88 internal, 267–74
Nondecision decisions, 7 map for writing background section of,
Nouns 152–56, 152–56f
abstract, avoiding, 276–79 situation slot and, 143–52
changing, to verbs, 280 slots in generic structure of, 12–15
