Notes and Citations


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. ...

Get Writing Winning Business Proposals, Third Edition, 3rd Edition now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.