Persuasive Business Proposals, 3rd Edition

Index

access time to existing information, 251

acquainted audiences, 86–88

acronyms, 85–86

analytical personality type, 78, 80

appeal to authority, 36

A / P / S format, 169–170

audience, analyzing, 77–78

avoiding proposal-writing, 16–19

bad news, dealing with, 270–275

behavioral economics, 30

bills of materials, 4

Blue Team, 216–217

body of formal proposal, 158–166

components of, 158–159

customer needs and goals in, 164–166

describing processes in, 162–163

functions of solutions in, 161–162

recommending solutions in, 160–161

section introductions in, 159

brainstorming, 116, 118

brokers, 267–270

Buffett, Warren, 272

business beneficiaries, 228

business case, 146–157

cover letter of, 146–148

executive summary, 151–157

table of contents of, 150 ...