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Writing winning business proposals: your guide to landing the client, making the sale, persuading the boss
Author
Language
English
On Shelf
Hughes Main Library - Adult Non-Fiction
808.06665 Freed
1 available
808.06665 Freed
1 available
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Table of Contents
From the Book - Rev. & fully updated.
Understanding generic structure logic
The slots in a proposal's generic structure
Slots speaking to slots
Slots are not necessarily sections
All slots should be filled or accounted for
One review: understanding generic structure logic
Work session #1: proposal opportunity at the abc company, a division of Consolidated Industries understanding the baseline logic
The three kinds of current situations, desired results, objectives and benefits
Assessing the baseline logic's alignment
Are the overriding problem, effects, and benefits aligned? are the deliverables aligned with the desired result and active? are the deliverables aligned with the benefits?
Are the desired result and objective aligned with the benefits?
Testing the baseline logic the baseline logic and your value proposition
The relationship among the generic structure slots, the baseline logic, and your proposed project
Chapter two review: understanding the baseline logic
Work session #2: constructing the baseline logic for the situation at abc using a measurable results orientation
Measurable-results orientation: the insight project
Measurable-results orientation: the planning project
Measurable-results orientation: the implementation project
Three review: using a measurable results orientation
Work session #3: applying a measurable results orientation for abc constructing a logical methodology
The pyramid principle using pyramid logic
Step 1: clearly identify the objective(s), based upon the overriding question(s)
Step 2: place each objective atop a pyramid and order the actions necessary to achieve it
Step 3: sequence the actions
Step 4: identify and integrate the activities necessary for planning and communicating your proposed actions
The pyramid, deliverables and the logics worksheets
Chapter four review: constructing a logical methodology
Work session #4: developing the pyramid for abc, part two: proposal psychologics analyzing the buyers: the four buying roles
A fifth buying role beyond s1 ' s2 '
Chapter five review: analyzing the buyers
Work session #5: identifying buyer roles and generating benefits for abc
For abc persons as individuals
Selecting and developing themes: determining what to weave in your web of persuasion what themes are where themes come from
Selecting the themes, developing the themes
Chapter six review: selecting and developing themes work
Session #6: identifying hot buttons and evaluation criteria, countering the competition, and developing the themes for abc green team reviews: collaborating to improve your odds of winning the strategic premise of green team collaboration.
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ISBN
007139687