Chapter 9
GETTING IT WRITTEN, GETTING IT RIGHT
Guide to Creating Compelling Proposals
GOLDEN RULE:
When writing a proposal, writing is the last thing you should do.
The RFP has been analyzed. The offer has been determined. The proposal that will respond to the RFP and define the offer has been planned, designed, and strategies have been devised. A draft executive summary is in place. All these are challenging steps in the proposal process, but now the really tough work begins: creating the proposal, the parts and pieces that, once assembled, will go to a customer as your best effort to win their hearts, their minds, and their money.
Perhaps someday in a world far different from this one, we will actually work with a proposal team whose members ...
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