Page 4 - Writing Winning Business Proposals

Contents

Preface v

Introduction 1

PART 1 Proposal Logics 9

CHAPTER 1 Understanding Generic Structure Logic 11
CHAPTER 2 Understanding the Baseline Logic 17
CHAPTER 3 Aligning the Baseline Logic 25

CHAPTER 4 Using a Measurable-Results Orientation 57
CHAPTER 5 Using Logic Trees to Construct Your Methodology 63

PART 2 Proposal Psychologics 85

CHAPTER 6 Analyzing the Buyers 87
CHAPTER 7 Identifying, Selecting, and Developing Themes:
Determining What to Weave in Your Web of Persuasion 103
CHAPTER 8 Green Team Reviews: Collaborating to Improve Your
Odds of Winning 129

PART 3 Proposal Preparation 141

CHAPTER 9 Writing the Situation and Objectives Slots 143
CHAPTER 10 Writing the Methods Slot 163

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