| 000 -LEADER |
|---|
| fixed length control field |
03717pam a22003134a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
51289970 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
APU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20150812131856.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
021227s2003 nyua 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2002156357 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
007139687X (pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780071396875 (pbk.) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
APU |
| Modifying agency |
SM |
| Language of cataloging |
eng |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5718.5 |
| Item number |
.F74 2003 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
808.06665 |
| Edition number |
21 |
| Item number |
FRE 2003 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Freed, Richard C., |
| Dates associated with a name |
1946- |
| 9 (RLIN) |
10370 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Writing winning business proposals : |
| Remainder of title |
your guide to landing the client, making the sale, persuading the boss / |
| Statement of responsibility, etc |
Richard C. Freed, Shervin Freed, Joseph D. Romano. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
2nd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New York : |
| Name of publisher, distributor, etc |
McGraw-Hill, |
| Date of publication, distribution, etc |
c2003. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xv, 302 p. : |
| Other physical details |
ill. ; |
| Dimensions |
23 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
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. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Proposal writing in business. |
| 9 (RLIN) |
10371 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Business report writing. |
| 9 (RLIN) |
7644 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Freed, Shervin. |
| 9 (RLIN) |
10372 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Romano, Joseph D. |
| 9 (RLIN) |
10373 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Book |
