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Writing winning business proposals : your guide to landing the client, making the sale, persuading the boss / Richard C. Freed, Shervin Freed, Joseph D. Romano.

By: Freed, Richard C, 1946-.
Contributor(s): Freed, Shervin | Romano, Joseph D.
Publisher: New York : McGraw-Hill, c2003Edition: Rev. & fully updated.Description: xv, 302 : ill. ; 23 cm.ISBN: 007139687X.Subject(s): Business report writing | Proposal writing in businessDDC classification: 808.06665
Contents:
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
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 34 , Side 2, TierNo 1, BayNo 1

 808.06665 FRE (Browse shelf) 1 Available SCAFS,70003,03,GR 5000049174

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