Writing Winning Business Proposals : Your Guide to Landing the Client,Making the Sale,Persuading the Boss

By:

Freed, Richard C

Contributor(s):

Material type: Text

TextPublication details: New York : McGrawHill, 2003.Description: xv, 302 pages : illustrationsISBN:

9780071396875
007139687X

Subject(s):

Proposal writing in business

DDC classification:

808.066651 FRE

Contents:

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.

Summary: Based on the proposal-writing system used at A T Kearney and KPMG Peat Marwick, this book features work sheets and other tools for moving "buyers" from concept to acceptance. It includes many examples and scenarios, chapters on fees and collaboration, and sections on "voice" and presentation.

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode	Item holds
Lending Books	Main Library Stacks	Reference	808.066651 FRE (Browse shelf(Opens below))	Available		012701

Total holds: 0

Glossary,Index

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.

Based on the proposal-writing system used at A T Kearney and KPMG Peat Marwick, this book features work sheets and other tools for moving "buyers" from concept to acceptance. It includes many examples and scenarios, chapters on fees and collaboration, and sections on "voice" and presentation.

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