1. Where to Begin -- Opportunities and Pitfalls -- Types of Proposals -- Four Key Questions -- Your Planning Process -- Locating New Business -- Which Jobs to Target -- When Not to Write a Proposal -- Characteristics of a Winning Proposal -- 2. 9-Step Proposal Process: An Overview -- 9-Step Proposal Preparation and Writing Process -- Step 1: Bid/No-Bid Analysis and Decision -- Step 2: The Proposal Team -- Step 3: RFP Analysis -- Step 4: Preparation Schedule -- Step 5: Assignment of Tasks -- Step 6: Development of Program Design -- Step 7: Development of Front Matter and Executive Summary -- Step 8: Producing the Proposal -- Step 9: Client Presentation -- 3. Selecting the Bid and Choosing the Proposal Team -- Step 1: Bid/No-Bid Analysis and Decision -- Step 2: The Proposal Team -- Where to Look for Market Information -- 4. Finding Your Unique Selling Point -- Step 3: Detailed RFP Analysis and Your USP -- Step 4: Preparation Schedule -- Step 5: Assignment of Tasks -- 5. Developing Your Program Design -- Step 6: Program Design The Heart of Your Proposal -- Your Compliance with the RFP -- Three Parts of the Program Design -- Appendixes in a Proposal -- Summary of a Winning Program Design -- 6. Writing the Front Matter and Executive Summary -- Step 7: Front Matter and Executive Summary -- The Front Matter -- The Executive Summary -- Common Errors -- Executive Summary Checklist -- 7. Producing Your Proposal -- Step 8: Proposal Production -- Criteria for Using Graphics instead of Words -- Using Tables and Graphics Effectively -- Designing Tables and Graphics -- Final Checklist -- 8. Making Client Presentations -- Step 9: Presenting the Proposal to the Client -- Planning Steps -- Organizing the Presentation -- Practicing the Presentation -- Survival Tips -- Checklist for Client Presentations -- Appendix A: Sample Executive Summary -- Appendix B: Sample Proposal -- Appendix C: Sample R₁sum₁ Boilerplates -- Appendix D: Brief Guide to International Business English -- Appendix E: Frequently Confused Words -- Appendix F: Frequently Misspelled Words.
Summary:
"Proven techniques and invaluable advice for writing winning business proposalsrevised and updated!" "What makes a winning business proposal? It highlights your skills and services, meets your client's needs, and clearly sets you apart from the competition." "Since 1995, Handbook for Writing Proposals has helped thousands of professionals develop winning proposals. This exceptional handbook guides you through the unique nine-step proposal-writing process from the initial RFP to the client presentation. In this revised and updated edition, the authors show you how to:" "-Choose The RFPs That Give You The Best Chance Of Success" "-Showcase Your Company's Skills And Services" "-Set Realistic Time/cost Schedules And Budgets" "-Download A Wealth Of Forms And Checklists" "-Tailor Your Writing For An International Business Audience" "Whether you own your own business, need to train your corporate staff, or simply want to improve your skills, Handbook for Writing Proposals shows you how to profit from every proposal you write." ""This book is a great resource for anyone whose success depends on convincing others through the proposal process."-Richard M. Sawdey, former Vice President and Secretary, R.R. Donnelley & Sons"--BOOK JACKET.
