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bad news, coping with, 194–197
beliefs, attitudes versus, 39
best and final offer (BAFO), 188
bibliography, 181
bid/no bid analysis, 85–88, 134–135, 207
bill of materials, proposals versus, 12
body copy, 142–144, 179–180
boilerplate technique, 4–5, 8, 9, 39, 173
brainstorming, 94, 101
budgets/budget justification, 86–87, 177, 181–182
Buffett, Warren, 195–196
bundled solutions, proposals for, 15
business case, 132, 135–146, 173
body copy, 142–144
cover letter, 135–141
executive summary, 103–106, 138–142, 147–154, 155–157
section introductions, 144–148, 230
table of contents, 138, 144, 145, 146
title page, 136–138, 142, 143
business proposals, 132–173
attachments and appendices in, 133, 172
business case in, 132, 135–146, 173
evaluators of, 69–70, 133, 238–241
proprietary interests and, 90–91, 134–135
recommendations in, 72–75, 132–133, 146–172
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