Index_P

P

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