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

needs of client

Cicero principle and, 55–71

client-centered messages and, 43–46, 51–54, 72

consultative proposals and, 53–54

focusing on, 46–47, 54

letter proposals and, 120–121

linking to recommendations, 159–164

persuasion and, 31

redefining, 51–54

negative publicity, coping with, 194–197

"no bid" decision, 87–88

nondisclosure agreements, 134

nontechnical buyers, 15–16

nouns

converting verbs to, 225

noun clusters, 219–221