Persuasive business proposals : writing to win more customers, clients, and contracts / / Tom Sant.
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| TeilnehmendeR: | |
| Year of Publication: | 2012 |
| Edition: | 3rd ed. |
| Language: | English |
| Online Access: | |
| Physical Description: | viii, 280 p. :; ill. |
| Notes: | Includes index. |
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Table of Contents:
- 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.