Page 5 - Writing Winning Business Proposals
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iv Contents
CHAPTER 11 Writing the Qualifications Slot 185
CHAPTER 12 Writing the Benefits Section 197
CHAPTER 13 Writing the Fees Slot 207
CHAPTER 14 Summary: The Proposal Development Process 221
APPENDIX A Paramount Consulting’s Proposal Opportunity at the
ABC Company: A Case Study 233
APPENDIX B Worksheets 245
APPENDIX C Paramount’s Proposal Letter to the ABC Company 253
APPENDIX D Internal Proposals (Make Certain They’re Not Reports) 267
APPENDIX E A Few Comments About Writing Effective Sentences
(and Paragraphs) 275
APPENDIX F Using the Right Voice: Determining How Your Proposal
Should “Speak” 287
APPENDIX G Reading RFPs 293
APPENDIX H A Worksheet for Qualifying Your Lead 301
Notes and Citations 303
Index 307
