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

data dump approach, 5

data is/data are, 222–223

debriefing, 189

decision making, 21–27

decision maker role and values, 68–71, 74, 133

evaluators of proposals and, 69–70,133, 238–241

gatekeeper role in, 69–70, 133

idealized process of, 21–22

key decision-maker questions and, 73

myths of, 21–22

reality of, 22–27

teams in, 62

ultimate authority in, 71

user role in, 71

detail oriented personality type, 59–60

differentiation of value, 110, 111–116, 134–135

draft proposal

creating, 94–97

editing, 97, 232–242

order of preparation, 95

tips for preparing, 96–97