Persuasive Business Proposals

Writing to Win More Customers, Clients, and Contracts

 Persuasive Business Proposals

Author: Tom Sant
Pub Date: April 2012
Print Edition: $19.95
Print ISBN: 9780814417850
Page Count: 288
Format: Paper or Softback
Edition: Third Edition
e-Book ISBN: 9780814417867

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Table of Contents

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 Exit

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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