.

0 (hodnocen0 x )

EB

ONLINE

3rd ed.

New York : AMACOM, c2012

1 online resource (viii, 280 p.) : ill

ISBN 9780814417867 (electronic bk.)

ISBN 9780814417850

Includes index

Preface -- Seven deadly sins -- A good proposal is hard to find : but it’s worth looking -- Recognizing reality -- Rushing to the exits -- A primer on persuasion -- Understanding persuasion -- Winning by a nose: the structure of persuasion -- Seven magic questions : how to develop a client-centered message -- Why the inuit hunt whales and other secrets of customer behavior -- The cicero principle : how to avoid talking to yourself in print -- Fluff, guff, geek and weasel : the art of saying what you mean -- Weaving your web : how to pull it all together from the start -- The art of the part : where to put your effort -- Letter proposals -- The structure and key elements of formal proposals -- Writing the business case -- Recommending and substantiating your solution -- Persuasive answers to rfp questions -- Presenting evidence and proving your points -- Gathering and tailoring reusable content -- How to manage the process without losing your sanity -- Deal or no deal? : qualifying the opportunity -- An overview of the proposal development process -- The pursuit of perfection : editing your proposal -- The packaging is part of the product -- Presenting your proposal -- Tracking your success -- Creating a proposal center of excellence -- Special challenges -- Index.

Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries

001740480

full

(Au-PeEL)EBL881958

(CaONFJC)MIL400087

(CaPaEBR)ebr10551817

(MiAaPQ)EBC881958

(OCoLC)782916582