Page 64 - Writing Winning Business Proposals

Aligning the Baseline Logic 55

This paragraph, you realize, will make a solid contribution to the proposal’s
introduction. Given what you know of Gilmore’s business-development process,
you expect that he will e-mail the value proposition to each of ABC’s buyers, well
before the proposal is due, with the aim of validating the triggering event, over-
riding problem, effects, objective, and benefits.