Persuasive business proposals
Subtitle: writing to win more customers, clients, and contracts
By: Tom Sant
Edition: 3rd ed.
Publisher: AMACOM Books
Published: 2012
Place of publication: New York
Language: eng
ISBN-13: 9780814417850
Subjects: Persuasion (Rhetoric); Proposal writing in business
Notes: Includes index.
Table of contents: title: Preface; title: Seven deadly sins; title: A good proposal is hard to find : but it's worth looking; title: Recognizing reality; title: Rushing to the exits; title: A primer on persuasion; title: Understanding persuasion; title: Winning by a nose: the structure of persuasion; title: Seven magic questions : how to develop a client-centered message; title: Why the inuit hunt whales and other secrets of customer behavior; title: The cicero principle : how to avoid talking to yourself in print; title: Fluff, guff, geek and weasel : the art of saying what you mean; title: Weaving your web : how to pull it all together from the start; title: The art of the part : where to put your effort; title: Letter proposals; title: The structure and key elements of formal proposals; title: Writing the business case; title: Recommending and substantiating your solution; title: Persuasive answers to rfp questions; title: Presenting evidence and proving your points; title: Gathering and tailoring reusable content; title: How to manage the process without losing your sanity; title: Deal or no deal? : qualifying the opportunity; title: An overview of the proposal development process; title: The pursuit of perfection : editing your proposal; title: The packaging is part of the product; title: Presenting your proposal; title: Tracking your success; title: Creating a proposal center of excellence; title: Special challenges; title: Index.