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