Writing Winning Business Proposals
"Writing Winning Business Proposals"的详细介绍……
Based on the proposal-writing system used at A. T. Kearney and KPMG Peat Marwick, this book features work sheets and other tools for moving 'buyers' from concept to acceptance. Thoroughly updated, the second edition includes many new examples and scenarios, chapters on fees and collaboration, and new sections on 'voice' and presentation.
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"Writing Winning Business Proposals"的图书目录……
Introduction
Part 1. Proposal Logics
1. Understanding Generic Structure Logic
2. Understanding the Baseline Logic
3. Using a Measurable-Results Orientation
4. Construction a Logical Methodology-The Pyramid Principle
Part 2. Proposal Psychologics
5. Analyzing the Buyers
6. Selecting and Developing Themes-Determining What to Weave in Your Web of
Persuasion
7. Green Team Reviews:Collaborating to Improve Your Odds of Winning
Part 3. Proposal Preparation
8. Writing the Situation and Objectives Slots
9. Writing the Methods Slot
10. Interluds:Focusing on Persuasion
11. Writing the Qualificaions Slot
12. Writing the Benefits Section
13. Writing the Fees Slot
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 Certa
......
Part 1. Proposal Logics
1. Understanding Generic Structure Logic
2. Understanding the Baseline Logic
3. Using a Measurable-Results Orientation
4. Construction a Logical Methodology-The Pyramid Principle
Part 2. Proposal Psychologics
5. Analyzing the Buyers
6. Selecting and Developing Themes-Determining What to Weave in Your Web of
Persuasion
7. Green Team Reviews:Collaborating to Improve Your Odds of Winning
Part 3. Proposal Preparation
8. Writing the Situation and Objectives Slots
9. Writing the Methods Slot
10. Interluds:Focusing on Persuasion
11. Writing the Qualificaions Slot
12. Writing the Benefits Section
13. Writing the Fees Slot
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 Certa
......
