000			03717pam a22003134a 4500
001			51289970
003			APU
005			20150812131856.0
008			021227s2003 nyua 001 0 eng
010			_a2002156357
020			_a007139687X (pbk.)
020			_a9780071396875 (pbk.)
040			_aDLC _cAPU _dSM _beng
042			_apcc
050	0	0	_aHF5718.5 _b.F74 2003
082	0	0	_a808.06665 _221 _bFRE 2003
100	1		_aFreed, Richard C., _d1946- _910370
245	1	0	_aWriting winning business proposals : _byour guide to landing the client, making the sale, persuading the boss / _cRichard C. Freed, Shervin Freed, Joseph D. Romano.
250			_a2nd ed.
260			_aNew York : _bMcGraw-Hill, _cc2003.
300			_axv, 302 p. : _bill. ; _c23 cm.
500			_aIncludes index.
505	0		_aUnderstanding 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	_aProposal writing in business. _910371
650		0	_aBusiness report writing. _97644
700	1		_aFreed, Shervin. _910372
700	1		_aRomano, Joseph D. _910373
942			_2lcc _cBook
999			_c5448 _d5448