Notes and Citations

Preface

1. The term buyer refers to decision makers or decision influencers—those people who must agree that you are the right choice to support them in a proposed project. Therefore, a buyer is your potential client, whether that person exists within or outside your organization. Chapter 6 examines this concept of buyers.

2. Throughout this book, the terms proposal-development process and business-development process are often used synonymously. In conventional usage, the former term is viewed as less comprehensive than the latter because proposal-development process usually refers to the set of activities that begin with composing the proposal document or presentation. However, my conception of “the proposal” is much broader. ...

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