附註:Includes bibliographical references and index.
Ch. 1. The power of the A+ proposal -- Ch. 2. A simple notion : a proposal must sell, not just tell -- Ch. 3. Getting your message across : technical proposals for every reader -- Ch. 4. Selling the benefits : customer-oriented proposals -- Ch. 5. What it takes to win : credibility, acceptability, and preference -- Ch. 6. Winning executive summaries : your most powerful selling tool -- Ch. 7. Timing is everything : positioning to win -- Ch. 8. Proposal management : the art of containing chaos -- Ch. 9. Getting it written, getting it right : guide to creating compelling proposals -- Ch. 10. The review process : making sure the power is in the proposal -- Ch. 11. Learning forward : win or lose protocols for continuous improvement -- App. A. The ultimate weapon : maximize proposal effectiveness with techies who can sell -- App. B. Models of issue-driven and ad-style executive summaries.
摘要:"Powerful Proposals presents a step-by-step plan for creating informative, engaging documents that satisfy your clients' needs and feature the solutions your firm can provide. It's an invaluable tool for winning contracts in any market."--Jacket
