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 |