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The Resource Persuasive business proposals : writing to win more customers, clients, and contracts, Tom Sant

Persuasive business proposals : writing to win more customers, clients, and contracts, Tom Sant

Label
Persuasive business proposals : writing to win more customers, clients, and contracts
Title
Persuasive business proposals
Title remainder
writing to win more customers, clients, and contracts
Statement of responsibility
Tom Sant
Creator
Subject
Language
eng
Cataloging source
DLC
Illustrations
illustrations
Index
index present
Literary form
non fiction
Label
Persuasive business proposals : writing to win more customers, clients, and contracts, Tom Sant
Instantiates
Publication
Note
Includes index
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
Control code
759584492
Dimensions
23 cm.
Edition
3rd ed.
Extent
viii, 280 p.
Isbn
9780814417850
Lccn
2011052025
Other physical details
ill.
System control number
(OCoLC)759584492
Label
Persuasive business proposals : writing to win more customers, clients, and contracts, Tom Sant
Publication
Note
Includes index
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
Control code
759584492
Dimensions
23 cm.
Edition
3rd ed.
Extent
viii, 280 p.
Isbn
9780814417850
Lccn
2011052025
Other physical details
ill.
System control number
(OCoLC)759584492

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