Table of Contents

Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts
by Tom Sant	ISBN:0814471536
AMACOM 2004 (248 pages)
This resource provides tools for maximizing the clarity of your writing, editing your proposal for optimal impact, and avoiding the six traps that can undermine even the strongest proposals.

Table of Contents
	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
	Chapter 2	-	A Good Proposal is Hard to Find
	Section 2 - A Primer on Persuasion
	Chapter 3	-	Why the Inuit Hunt Whales and Other Secrets of Customer Behavior
	Chapter 4	-	The Structure of Persuasion
	Chapter 5	-	Developing a Client-Centered Message Every Time You Write
	Chapter 6	-	Understanding the Customer: The Cicero Principle
	Chapter 7	-	Establishing Your Credibility
	Section 3 - How to Manage the Process and Keep Your Sanity
	Chapter 8	-	An Overview of the Proposal Development Process
	Chapter 9	-	Writing From the Right Brain: Getting Your Ideas Organized
	Chapter 10	-	Presenting a Winning Value Proposition
	Chapter 11	-	The Structure of the Letter Proposal
	Chapter 12	-	The Structure of the Formal Proposal
	Chapter 13	-	Writing Research Proposals and Proposals for Grants
	Chapter 14	-	What to do after You Submit
	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
	Chapter 17	-	Proposal Metrics: How to Measure Your Success
	Section 4 - Writing to Win
	Chapter 18	-	Give the Reader a KISS!
	Chapter 19	-	Word Choice: Six Traps to Avoid
	Chapter 20	-	Sentence Structure: Maximizing Your Clarity
	Chapter 21	-	Editing Your Proposal
	Index
	List of Figures
	List of Sample Proposals
	List of Sidebars