Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts - page 1
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- Table of Contents
- Table of Contents
- BackCover
- Persuasive Business Proposals - Writing to Win More Customers, Clients, and Contracts
- Preface
- Section 1: Why You Need this Book
- Chapter 1: The Challenges You Face
- Professionals and Writers
- Let s Get Personal
- Chapter 2: A Good Proposal is Hard to Find
- So ... What Is a Good Proposal?
- The Value of Your Proposals to Your Clients
- The Value of Your Proposals to You
- Section 2: A Primer on Persuasion
- Chapter 3: Why the Inuit Hunt Whales and Other Secrets of Customer Behavior
- The Myths of Decision Making
- How People Really Make Decisions
- Chapter 4: The Structure of Persuasion
- Information
- Evaluation
- Persuasion
- Going Deeper Into Persuasion
- Chapter 5: Developing a Client-Centered Message Every Time You Write
- Seven Questions to Keep You Client Focused
- Redefining the Customer s Need
- Where to Put Your Client-Centered Insights
- Chapter 6: Understanding the Customer: The Cicero Principle
- ... you must ...
- ... think my thoughts ...
- ... feel my feelings ...
- ... speak my words
- Analyzing the Audience
- Adjusting for Personality Type
- Adjusting for Levels of Expertise
- The Decision Maker s Role and Values
- Chapter 7: Establishing Your Credibility
- Going Deeper Into the Issue of Credibility
- Creating Credibility with Details
- Section 3: How to Manage the Process and Keep Your Sanity
- Chapter 8: An Overview of the Proposal Development Process
- Laying a Solid Foundation
- Review the RFP Document or Opportunity
- Avoid Wasted Effort by Making Smart Pre-Proposal Decisions
- Can You Recover the Cost of Writing a Proposal?
- Create a Proposal Schedule
- Assemble the Team
- Hold an Effective Kick-Off Meeting
- Create the Draft Proposal
- Edit Your Draft
- Print and Publish Your Proposal
- Chapter 9: Writing From the Right Brain: Getting Your Ideas Organized
- Cognitive Webbing
- How to Create a Cognitive Web
- Chapter 10: Presenting a Winning Value Proposition
- When Value Matters the Most
- The Value Proposition
- Proving Your Value with Win Themes
- Final Thoughts on Value
- Chapter 11: The Structure of the Letter Proposal
- A Few Tips on Writing Winning Letter Proposals
- Chapter 12: The Structure of the Formal Proposal
- Protecting Your Proprietary Interests
- Writing the Business Case
- Recommending and Substantiating Your Solution
- Appendix
- Some Final Thoughts
- Chapter 13: Writing Research Proposals and Proposals for Grants
- Preparing Your Research Proposal
- Chapter 14: What to do after You Submit
- After the Decision Has Been Made
- The In-House Assessment
- Chapter 15: Writing in the Midst of a Storm: How to Deal with Bad News and Negative Publicity
- Chapter 16: Creating a Proposal Center of Excellence
- The Proposal Unit: Defining Its Mission
- Integrating the Proposal Center Into the Overall Organization
- People: Putting the Right Staff in Place
- Skills: Assessing and Training for Outstanding Performance
- Methods: Incorporating Best Practices
- Tools: The Right Resources and Facilities for Optimum Performance
- Surviving and Prospering
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