| Edition |
Rev. & fully updated. |
| Description |
xv, 302 p. : ill. ; 23 cm. |
| Bibliography |
Includes bibliographical references and index. |
| Contents |
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 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. |
| Subject |
Proposal writing in business.
|
|
Business report writing.
|
| Added Author |
Freed, Shervin.
|
|
Romano, Joseph D.
|
| ISBN |
007139687X (pbk. : alk. paper) |
|
