Writing Winning Business Proposals, Third Edition, 3rd Edition

Index

Note: Page numbers followed by f refer to figures.

Abstract nouns, avoiding, 276–79

Actions, sequencing, logic trees and, 73–74

Active voice, 280

Alignment of results and benefits, 35, 36–39

“align” step of, 40–43, 42f

“expand” step of, 40, 41f

“list” step of, 39, 39f

Argument

qualifications slot and, 187–89

using Themes Development Worksheet for structuring, 189

Background section, map for writing, 152–56, 152–56f

Baseline logic, 3, 17–24, 18f

aligning, 25–47

desired results and, 30

engagement objective and, 29f

outputs of, 76, 77f

overriding problem and, 28

overriding question and, 29, 29f

strategic direction and, 27

triggering event and, 27–28

value proposition and, 44, 45f

work session for aligning, 47–54

Benefits, 3, 33–34

aligning ...