List of Sidebars

Chapter 2: A Good Proposal is Hard to Find

The Seven Deadly Sins of Proposal Writing

Chapter 5: Developing a Client-Centered Message Every Time You Write

Seven Questions for a Client-Centered Proposal

Twelve Questions for Developing a Consultative Proposal

Chapter 6: Understanding the Customer: The Cicero Principle

Evaluators' Complaints

Chapter 9: Writing From the Right Brain: Getting Your Ideas Organized

Executive Summary

Chapter 10: Presenting a Winning Value Proposition

Major Mistakes in Offering a Value Proposition

Chapter 16: Creating a Proposal Center of Excellence

The Basics of Writing a Winning Proposal: Curriculum