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paragraph structure, 230
parameters, 224
participles, dangling, 217–218
partnership approach, 74–75
passive voice, 228–229
payback measurements, 109–110
personal goals, 49
personality types, 57–62
analytical/detail oriented type, 59–60
consensus seeker type, 59, 60–61
determining, 57–59
pragmatic type, 59, 60
visionary type, 59, 61
personalization, 7–9, 39
see also client-centered messages
persuasion, 28–41
Cicero principle and, 55–71
comfort zones and, 28
decision making and, 21–27
decision-making process and, 22–27
evaluative writing versus, 30–31
informative writing versus, 29
key elements of, 38–41
persuasive paradigm, 31–33, 102, 120–123, 230, 242
sample proposals and revisions, 33–38
steps in, 31–32
structure of message, 32–35
see also client-centered messages
phased approach, 90
pragmatic personality type, 59, 60
preliminary letter of commitment, 90, 134
preproposal decisions, 84–89
appropriate level of effort, 88–89
bid/no bid analysis, 85–88, 134–135, 207
for research proposals, 176–177
presentations, 188
price quotes
presenting in proposals, 171–172
proposals in comparing, 13
proposals versus, 11–12
selling on value versus, 15
primacy principle, 229–230
principal/principle, 224–225
principle of first impressions, 42
prior experience with client, 74
priorities
of client, 49–50
in cognitive webbing process, 102–103
process/procedure descriptions, 65, 158–159
product descriptions, 157–158
professionalism, proposals in demonstrating, 15
project personnel, 164–165, 176, 180
project plans, proposals versus, 12
proofreading, 233, 235
proposal centers, 198–205
integrating into overall organization, 199–200
methods used in, 203–204
mission definition for, 198–199
skills needed in, 202–203
staff selection for, 200–202
tools of, 204–205
proposal development process, 81–210
bad news and negative publicity in, 194–197
business proposals, 132–173
cost recovery in, 90–91
draft proposal in, 94–97
editing in, 97, 232–242
follow-up activities, 187–193
foundation in, 81–83
grant proposals, 174–186
graphics and, 64, 66, 110, 169–171
kick-off meeting in, 92–94
letter proposals, 120–131
measuring success in, 189–191, 206–210
organizing ideas in, 98–106
preproposal decisions in, 84–89
printing and publication in, 97
proposal unit in, 198–205
research proposals, 174–186
RFP analysis in, 83–84, 172
schedule for, 91–92
teams in, 92–94
winning value proposition in, 107–119
proposal managers, 200–201
proposals, see business proposals; letter proposals; research proposals
proprietary information, 90–91, 134–135
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