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

rapport

personalization and, 8–9

proprietary rights and, 136

rate of return

cost/benefit analysis and, 122–123

in decision making, 26–27

readability, 235, 236–238

receiver, in persuasion, 39

recognition, in decision making, re 23–24

recommendations

answers to RFP questions, 165–167

case studies in, 163–164

in client-centered messages, 51

guidelines for preparing, 154–157

offering specific, 75

persuasion and, 32, 164–165

in proposals, 72–75, 132–133, 146–172

sample solution description, 161–162

Red Team reviews, 238–241

references, for research proposals, 181

reframing, 196–197

relationship with client, 74, 86

requirements checklist, 94

research proposals, 174–186

preparing, 175–183

sample, 183–186

sponsorship analysis, 174–175

r sum s, 164–165, 176, 180

RFPs (requests for proposals)

analyzing, 83–84, 172

compliance matrix and, 167–169

free consulting and, 14, 90–91, 134–135

persuasive answers to questions in, 165–167

as springboard for understanding client needs, 44–45

risk minimization, 111