Freed, Richard C., 1946-
Writing winning business proposals : your guide to landing the client, making the sale, persuading the boss / Richard C. Freed, Shervin Freed, Joseph D. Romano. - Rev. & fully updated. - New York : McGraw-Hill, c2003. - xv, 302 : ill. ; 23 cm.
Includes bibliographical references and index.
session #4: developing the pyramid for abc, part two: proposal psychologics analyzing the buyers: the four buying roles - A fifth buying role beyond s1 ' s2 ' - Chapter five review: analyzing the buyers - Work session #5: identifying buyer roles and generating benefits for abc - For abc persons as individuals - Selecting and developing themes: determining what to weave in your web of persuasion what themes are where themes come from - Selecting the themes, developing the themes - Chapter six review: selecting and developing themes work - Session #6: identifying hot buttons and evaluation criteria, countering the competition, and developing the themes for abc green team reviews: collaborating to improve your odds of winning the strategic premise of green team collaboration. Understanding generic structure logic - The slots in a proposal's generic structure - Slots speaking to slots - Slots are not necessarily sections - All slots should be filled or accounted for - One review: understanding generic structure logic - Work session #1: proposal opportunity at the abc company, a division of Consolidated Industries understanding the baseline logic - The three kinds of current situations, desired results, objectives and benefits - Assessing the baseline logic's alignment - Are the overriding problem, effects, and benefits aligned? are the deliverables aligned with the desired result and active? are the deliverables aligned with the benefits? - Are the desired result and objective aligned with the benefits? - Testing the baseline logic the baseline logic and your value proposition - The relationship among the generic structure slots, the baseline logic, and your proposed project - Chapter two review: understanding the baseline logic - Work session #2: constructing the baseline logic for the situation at abc using a measurable results orientation - Measurable-results orientation: the insight project - Measurable-results orientation: the planning project - Measurable-results orientation: the implementation project - Three review: using a measurable results orientation - Work session #3: applying a measurable results orientation for abc constructing a logical methodology - The pyramid principle using pyramid logic - Step 1: clearly identify the objective(s), based upon the overriding question(s) - Step 2: place each objective atop a pyramid and order the actions necessary to achieve it - Step 3: sequence the actions - Step 4: identify and integrate the activities necessary for planning and communicating your proposed actions - The pyramid, deliverables and the logics worksheets - Chapter four review: constructing a logical methodology - Work
007139687X
Business report writing.
Proposal writing in business.
808.06665 / FRE
Writing winning business proposals : your guide to landing the client, making the sale, persuading the boss / Richard C. Freed, Shervin Freed, Joseph D. Romano. - Rev. & fully updated. - New York : McGraw-Hill, c2003. - xv, 302 : ill. ; 23 cm.
Includes bibliographical references and index.
session #4: developing the pyramid for abc, part two: proposal psychologics analyzing the buyers: the four buying roles - A fifth buying role beyond s1 ' s2 ' - Chapter five review: analyzing the buyers - Work session #5: identifying buyer roles and generating benefits for abc - For abc persons as individuals - Selecting and developing themes: determining what to weave in your web of persuasion what themes are where themes come from - Selecting the themes, developing the themes - Chapter six review: selecting and developing themes work - Session #6: identifying hot buttons and evaluation criteria, countering the competition, and developing the themes for abc green team reviews: collaborating to improve your odds of winning the strategic premise of green team collaboration. Understanding generic structure logic - The slots in a proposal's generic structure - Slots speaking to slots - Slots are not necessarily sections - All slots should be filled or accounted for - One review: understanding generic structure logic - Work session #1: proposal opportunity at the abc company, a division of Consolidated Industries understanding the baseline logic - The three kinds of current situations, desired results, objectives and benefits - Assessing the baseline logic's alignment - Are the overriding problem, effects, and benefits aligned? are the deliverables aligned with the desired result and active? are the deliverables aligned with the benefits? - Are the desired result and objective aligned with the benefits? - Testing the baseline logic the baseline logic and your value proposition - The relationship among the generic structure slots, the baseline logic, and your proposed project - Chapter two review: understanding the baseline logic - Work session #2: constructing the baseline logic for the situation at abc using a measurable results orientation - Measurable-results orientation: the insight project - Measurable-results orientation: the planning project - Measurable-results orientation: the implementation project - Three review: using a measurable results orientation - Work session #3: applying a measurable results orientation for abc constructing a logical methodology - The pyramid principle using pyramid logic - Step 1: clearly identify the objective(s), based upon the overriding question(s) - Step 2: place each objective atop a pyramid and order the actions necessary to achieve it - Step 3: sequence the actions - Step 4: identify and integrate the activities necessary for planning and communicating your proposed actions - The pyramid, deliverables and the logics worksheets - Chapter four review: constructing a logical methodology - Work
007139687X
Business report writing.
Proposal writing in business.
808.06665 / FRE