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

concrete writing and, 76–77

proposals as, 16–17

Max Planck Institute for Human Development, 22–27

message, in persuasion, 38–39

metrics, win/loss analysis, 189–191

metrics of proposals, 206–210

business results and, 189–191, 207–209

customer satisfaction and, 210

implementing, 210

technical results and, 209–210

minimalist criteria in decision making, 25

modifiers, squinting, 218

Moore, Geoffrey, 61

Myers-Briggs Type Indicator (MBTI), 57–58