Table of Contents for Writing Winning Business Proposals


Preface v
Introduction 1(8)
PART 1 Proposal Logics
9(76)
Chapter 1 Understanding Generic Structure Logic
11(6)
Chapter 2 Understanding the Baseline Logic
17(8)
Chapter 3 Aligning the Baseline Logic
25(32)
Chapter 4 Using a Measurable-Results Orientation
57(6)
Chapter 5 Using Logic Trees to Construct Your Methodology
63(22)
PART 2 Proposal Psychologics
85(56)
Chapter 6 Analyzing the Buyers
87(16)
Chapter 7 Identifying, Selecting, and Developing Themes: Determining What to Weave in Your Web of Persuasion
103(26)
Chapter 8 Green Team Reviews: Collaborating to Improve Your Odds of Winning
129(12)
PART 3 Proposal Preparation
141(92)
Chapter 9 Writing the Situation and Objectives Slots
143(20)
Chapter 10 Writing the Methods Slot
163(22)
Chapter 11 Writing the Qualifications Slot
185(12)
Chapter 12 Writing the Benefits Section
197(10)
Chapter 13 Writing the Fees Slot
207(14)
Chapter 14 Summary: The Proposal Development Process
221(12)
Appendix A Paramount Consulting's Proposal Opportunity at the ABC Company: A Case Study 233(12)
Appendix B Worksheets 245(8)
Appendix C Paramount's Proposal Letter to the ABC Company 253(14)
Appendix D Internal Proposals (Make Certain They're Not Reports) 267(8)
Appendix E A Few Comments About Writing Effective Sentences (and Paragraphs) 275(12)
Appendix F Using the Right Voice: Determining How Your Proposal Should "Speak" 287(6)
Appendix G Reading RFPs 293(8)
Appendix H A Worksheet for Qualifying Your Lead 301(2)
Notes and Citations 303(4)
Index 307