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