Table of Contents for Handbook for Writing Proposals


Introduction v
1 Where to Begin 1(18)
Opportunities and Pitfalls
3(1)
Types of Proposals
4(2)
Four Key Questions
6(1)
Your Planning Process
6(4)
Locating New Business
10(3)
Which Jobs to Target
13(2)
When Not to Write a Proposal
15(1)
Characteristics of a Winning Proposal
16(3)
2 9-Step Proposal Process: An Overview 19(12)
9-Step Proposal Preparation and Writing Process
22(2)
Step 1: Bid/No-Bid Analysis and Decision
24(1)
Step 2: The Proposal Team
24(1)
Step 3: RFP Analysis
24(1)
Step 4: Preparation Schedule
24(1)
Step 5: Assignment of Tasks
25(1)
Step 6: Development of Program Design
26(1)
Step 7: Development of Front Matter and Executive Summary
26(1)
Step 8: Producing the Proposal
27(1)
Step 9: Client Presentation
28(3)
3 Selecting the Bid and Choosing the Proposal Team 31(22)
Step 1: Bid/No-Bid Analysis and Decision
33(6)
Step 2: The Proposal Team
39(5)
Where to Look for Market Information
44(9)
4 Finding Your Unique Selling Point 53(24)
Step 3: Detailed RFP Analysis and Your USP
55(15)
Step 4: Preparation Schedule
70(1)
Step 5: Assignment of Tasks
70(7)
5 Developing Your Program Design 77(32)
Step 6: Program Design--The Heart of Your Proposal
79(1)
Your Compliance with the RFP
80(1)
Three Parts of the Program Design
81(24)
Appendixes in a Proposal
105(1)
Summary of a Winning Program Design
106(3)
6 Writing the Front Matter and Executive Summary 109(24)
Step 7: Front Matter and Executive Summary
111(1)
The Front Matter
111(9)
The Executive Summary
120(10)
Common Errors
130(1)
Executive Summary Checklist
131(2)
7 Producing Your Proposal 133(22)
Step 8: Proposal Production
134(3)
Criteria for Using Graphics instead of Words
137(2)
Using Tables and Graphics Effectively
139(5)
Designing Tables and Graphics
144(9)
Final Checklist
153(2)
8 Making Client Presentations 155(20)
Step 9: Presenting the Proposal to the Client
156(1)
Planning Steps
157(4)
Organizing the Presentation
161(4)
Practicing the Presentation
165(4)
Survival Tips
169(4)
Checklist for Client Presentations
173(2)
Appendixes
Appendix A: Sample Executive Summary
175(6)
Appendix B: Sample Proposal
181(20)
Appendix C: Sample Résumé Boilerplates
201(14)
Appendix D: Brief Guide to International Business English
215(14)
Appendix E: Frequently Confused Words
229(8)
Appendix F: Frequently Misspelled Words
237(6)
Index 243