PART 3
Proposal Preparation

If you’ve done all the work in Parts 1 and 2, you now have a much better understanding of the logics and psychologics of your potential clients’ situation. Now, as you’ll see, your proposal or presentation is almost ready to write itself slot by slot: SITUATION, OBJECTIVES, METHODS, QUALIFICATIONS, and BENEFITS.

Up to this point, I’ve shown you how to generate material by dropping it into the right places. While there are no rules, there is a framework for using all the information you’ve developed and a way to use it both logically and psychologically. You’ll see how all the work you’ve done up to this point will save you considerable time in preparing the actual document or presentation.

But time, of course, isn’t the only issue. I wrote this book not just to help you become more efficient but also to help you become more effective so that you can gain the additional points you need to win. By the time you finish Part 3, you’ll understand not only how to incorporate the information from the worksheets into the various parts of your proposal but also how to construct and organize these parts so that they result in a persuasive argument—one that is thoughtful, seamless, and compelling.