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Imperial Library
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Index
Cover Page
Title Page
Copyright Page
Dedication
Contents
Preface
Section One: Seven Deadly Sins
1: A Good Proposal Is Hard to Find… But It’s Worth Looking
2: Recognizing Reality
3: Rushing to the Exits
Section Two: A Primer on Persuasion
4: Understanding Persuasion
5: Winning by a NOSE: The Structure of Persuasion
6: Seven Magic Questions: How To Develop a Client-Centered Message
7: Why the Inuit Hunt Whales and Other Secrets of Customer Behavior
8: The Cicero Principle: How to Avoid Talking to Yourself in Print
9: Fluff, Guff, Geek, and Weasel: The Art of Saying What You Mean
10: Weaving Your Web: How to Pull It All Together Right from the Start
Section Three: The Art of the Part: Where to Put Your Effort
11: Letter Proposals
12: The Structure and Key Elements of Formal Proposals
13: Writing the Business Case
14: Recommending and Substantiating Your Solution
15: Persuasive Answers to RFP Questions
16: Presenting Evidence and Proving Your Points
17: Gathering and Tailoring Reusable Content
Section Four: How to Manage the Process Without Losing Your Sanity
18: Deal or No Deal?: Qualifying the Opportunity
19: An Overview of the Proposal Development Process
20: The Pursuit of Perfection: Editing Your Proposal
21: The Packaging Is Part of the Product
22: Presenting Your Proposal
23: Tracking Your Success
24: Creating a Proposal Center of Excellence
25: Special Challenges
Index
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