Page 320 - Writing Winning Business Proposals

Index 311

for composing persuasion slots, for writing closing component,
177–84 16–22
for developing themes, 118–28 for writing qualifications slot, 191–95
for identifying buying roles, 96–101 for writing questions component,
for identifying counters to competition, 161–62
122–24 for writing situation slot, 158–62
for identifying evaluation criteria, for writing story component, 159–61
120–22 Worksheets, 245–52
for identifying hot buttons, 118–20 Logics, 246–48
instructions for, 16 Psychologics, 249–51
for logic trees, 80–83, 118–20 for qualifying leads, 301–2
for measurable-results orientation, 62 Themes Development Worksheet, 171,
for methods slot, 177–84 171f, 252