Page 59 - Writing Winning Business Proposals

Logics Worksheet Cell 3

“How does the prospect perceive the current
Prospect’s Perception of Project
situation relative to the desired result(s)?”
Type of Project Current Situation (S ) Number of
1
(circle one) Objectives
Lack Insight Have Insight Have Plan

‡ Insight 1
‡ Planning red Measurable- 1
Results
‡ Insight and Planning Orientation 2

‡ Implementation 1
‡ Planning and Measurable 2
Implementation Results

‡ Insight, Planning, and 3
Implementation Want Insight Want Plan Want Plan
Implemented

Desired Results (S )
2

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FIGURE 3.22 ABC Logics Worksheet, Cell 3, completed
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Logics Worksheet Cell 4
“Given the number of objectives (noted in Cell 3), what overriding
Prospect’s Overriding Questions question(s) does the prospect want answered to improve the current
situation?” (List one overriding question per objective.)
Prospect’s Single Overriding Prospect’s Single Overriding Prospect’s Single Overriding
Insight Question* Planning Question* Implementation Objective †
How best should ABC increase
capacity to meet the sales forecast?
red
?
*To state the project objective, rephrase † Implementation projects
the overriding question using an active verb. have no overriding question.
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