Writing Winning Business Proposals, Third Edition, 3rd Edition

PART 3Proposal Preparation

If you’ve done all the work in Parts 1 and 2, you now have a much better understanding of the logics and psychologics of your potential clients’ situation. Now, as you’ll see, your proposal or presentation is almost ready to write itself slot by slot: SITUATION, OBJECTIVES, METHODS, QUALIFICATIONS, and BENEFITS.

Up to this point, I’ve shown you how to generate material by dropping it into the right places. While there are no rules, there is a framework for using all the information you’ve developed and a way to use it both logically and psychologically. You’ll see how all the work you’ve done up to this point will save you considerable time in preparing the actual document or presentation.

But time, of course, isn’t ...