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| Introduction Part 1. Proposal Logics 1. Understanding Generic Structure Logic 2. Understanding the Baseline Logic 3. Using a Measurable-Results Orientation 4. Construction a Logical Methodology-The Pyramid Principle Part 2. Proposal Psychologics 5. Analyzing the Buyers 6. Selecting and Developing Themes-Determining What to Weave in Your Web of Persuasion 7. Green Team Reviews:Collaborating to Improve Your Odds of Winning Part 3. Proposal Preparation 8. Writing the Situation and Objectives Slots 9. Writing the Methods Slot 10. Interluds:Focusing on Persuasion 11. Writing the Qualificaions Slot 12. Writing the Benefits Section 13. Writing the Fees Slot 14. Summary-The Proposal Development Process Appendix A:Paramount Consulting's Proposal Opportunity at the ABC Company:A Case Study Appendix B:Worksheets Appendix C:Paramount's Proposal Letter to the ABC Company Appendix D:Internal Proposals(Make Certain They're Not Reports) Appendix E:A Few Comments About Writing Effective Sentences(and Paragraphs) Appendix F:Using the Right Voice-Determining How Your Proposal Should "Speak" Glossary Index |
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