40 Strategies for Winning in Business.
This book is dedicated to the memory of Josephine, Aileen, Phil,Pat and Josephine Duffy. Always in our thoughts.
ContentsPreface 11 Acknowledgments 13Chapter 1:
The Business Proposal 15
Bid or Not to Bid
The Winning Proposal Model 63
Analyze the Requirement 73
Now Build Your Solution 91
The Pre-Proposal Review 103
Select a Proposal Strategy 141
Getting Your Language and Tone Right to Persuade 159
Ordering Your Ideas for Clear Writing 187
Getting Your Proposal Layout Right 233
Presenting Your Proposal 25710
Proposal Cover Letters and Letter Proposals 281
Win or Lose — What Now? 297
Appendix I: Case Study: Pharmaceutical Sales Team 313Appendix II: Brainstorming 317Appendix III: The Winning Proposal-Building Methodology 321Appendix IV: Full Case-Study Executive Summary 327Appendix V: What about Client-Specified Layouts? 333Appendix VI: Is Your Proposal Ready for Release? 33711
The tools and techniques you will learn in this book willdramatically improve the success of every business proposal youwrite in the future. Whether you are a seasoned sales/marketingcampaigner or a graduate fresh to the business world,
Winning Business Proposals
will show you how to win more of the qualitybusiness that you really want, by greatly improving your abilityto produce high-quality proposals.This is the fourth edition of
Winning Business Proposals.
Thisedition is a complete rewrite that includes several new chaptersand a complete overhaul of all of the main chapters.The world has changed considerably in the years since the firstedition made its appearance in 1995. Perhaps the most dramaticchange is the speed with which the internet has penetrated everyaspect of our businesses.