Page 35 - Writing Winning Business Proposals

26 Writing Winning Business Proposals

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FIGURE 3.1 The fully elaborated baseline logic and its 10 alignmentss
tion and I will enjoy. In the middle are the deliverables, those smaller outcomes you
will provide along the way as you help us move from one state to the other.
Second, as you enter content related to these elements into the worksheets (and
as you watch the elements entered in this chapter’s work session) you must express
the content from the potential client’s point of view, i.e., from my point of view.
To help you enter that content, you will want to have next to you all six Logics
Worksheet cells, which you can copy from Appendix B. Alternately, you can down-
load and print out those cells as well as the complete Logics Worksheet from http://
web.me.com/rfreed/Writing_Winning_Business_Proposals/Home.html.
What happens if your point of view differs from mine? What happens if my
point of view differs from that of other members of the selection committee? What
happens if your point of view differs from that of others on your own team? What
happens if any of the baseline logic is not aligned? What happens if you don’t
know the content to enter on the worksheet or aren’t certain about its accuracy?
The answer to all these questions is the same: You mark that difference, that
discrepancy in understanding, with a red flag, which as the downloadable glos-
sary indicates, signals “a weakness, vulnerability, gap in information, or, generally,
something you don’t like.” Why should you begin by phrasing the content from
my point of view? Because if you don’t, you’ll express your point of view and likely