Page 319 - Writing Winning Business Proposals
P. 319
310 Index
story component of, 144–48 Story component, of background section,
writing situation and objective slots 144–148
for, 143–57 work session for writing, 159–61
Psychologics, of proposals, 5, 85 writing, 152, 153–54f
Psychologics Worksheets, 249–51 Strategic direction, 27
Subject slots, avoiding abstract nouns in,
Qualifications slot 276–79
as argument, 187–89
using Themes Development Technical buying role, 90, 90f
Worksheet for, 189 Themes, 6
work session for writing, 191–95 counters to competition and, 112, 113f
writing, 185–87, 190–91 defined, 105–7
Questions component, of background developing, 115–16, 117
section, 148–51 evaluation criteria for, 110–12, 111f
work session for writing, 161–62 hot buttons for, 108–10
writing, 153, 154f identifying, 117
selecting, 113–15, 117, 125–28
Ratifier buying role, 92–93, 93f sources of, 107, 107f
Red flags, 136 work session for developing, 118–28
Red Team Review, 131 Themes Development Worksheet (TDW),
Requests for proposals (RFPs), 126–27f, 171, 171f
reading, 293–99 to structure argument, 189
Results, aligning benefits and, 35, 36–39f Triggering event, 27–28
Sentences, writing effective, 275–86 User buying role, 89–90, 89f
Situation slot, proposals and, 143–52
closing component of, 151–52 Value propositions, 54–55
competitive advantage and, baseline logic and, 44, 45f
156–57 Verbs, changing nouns to, 280
questions component of, 148–51 Voice, using right, 287–92
story component of, 144–48
work session for writing, 158–62 Wordiness, avoiding, 281
Six Thinking Hats (de Bono), 131 Work sessions, 6
Slots, in generic structure of proposals, for aligning baseline logic, 47–54
12–15 for benefits slot, 201–5
