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Writing Winning Business Proposals
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Writing Winning Business Proposals
by Joe Romano, Shervin Freed, Richard Freed
Writing Winning Business Proposals, Third Edition
Cover Page
Writing Winning Business Proposals
Copyright
Contents
Preface
Introduction
PART 1 Proposal Logics
CHAPTER 1 Understanding Generic Structure Logic
CHAPTER 2 Understanding the Baseline Logic
CHAPTER 3 Aligning the Baseline Logic
CHAPTER 4 Using a Measurable-Results Orientation
CHAPTER 5 Using Logic Trees to Construct Your Methodology
PART 2 Proposal Psychologics
CHAPTER 6 Analyzing the Buyers
CHAPTER 7 Identifying, Selecting, and Developing Themes: Determining What to Weave in Your Web of Persuasion
CHAPTER 8 Green Team Reviews: Collaborating to Improve Your Odds of Winning
PART 3 Proposal Preparation
CHAPTER 9 Writing the Situation and Objectives Slots
CHAPTER 10 Writing the Methods Slot
CHAPTER 11 Writing the Qualifications Slot
CHAPTER 12 Writing the Benefits Section
CHAPTER 13 Writing the Fees Slot
CHAPTER 14 Summary: The Proposal Development Process
APPENDIX A Paramount Consulting’s Proposal Opportunity at the ABC Company: A Case Study
APPENDIX B Worksheets
APPENDIX C Paramount’s Proposal Letter to the ABC Company
APPENDIX D Internal Proposals (Make Certain They’re Not Reports)
APPENDIX E A Few Comments About Writing Effective Sentences (and Paragraphs)
APPENDIX F Using the Right Voice: Determining How Your Proposal Should “Speak”
APPENDIX G Reading RFPs
APPENDIX H A Worksheet for Qualifying Your Lead
Notes and Citations
Index
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Copyright
Writing Winning Business Proposals
Third Edition
RICHARD C. FREED
JOSEPH D. ROMANO
SHERVIN FREED
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