Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts

beliefs, attitudes versus, 39

best and final offer (BAFO), 188

bibliography, 181

bid/no bid analysis, 85–88, 134–135, 207

bill of materials, proposals versus, 12

body copy, 142–144, 179–180

boilerplate technique, 4–5, 8, 9, 39, 173

brainstorming, 94, 101

budgets/budget justification, 86–87, 177, 181–182

Buffett, Warren, 195–196

bundled solutions, proposals for, 15

business case, 132, 135–146, 173

body copy, 142–144

cover letter, 135–141

executive summary, 103–106, 138–142, 147–154, 155–157

section introductions, 144–148, 230

table of contents, 138, 144, 145, 146

title page, 136–138, 142, 143

business proposals, 132–173

attachments and appendices in, 133, 172

business case in, 132, 135–146, 173

evaluators of, 69–70, 133, 238–241

proprietary interests and, 90–91, 134–135

recommendations in, 72–75, 132–133, 146–172