Writing winning business proposals（如何撰写制胜的商业计划书） pdf snb 115盘 kindle 在线 下载 pmlz mobi

Based on the proposal-writing system used at A. T. Kearney and KPMG Peat Marwick, this book features work sheets and other tools for moving "buyers" from concept to acceptance. Thoroughly updated, the second edition includes many new examples and scenarios, chapters on fees and collaboration, and new sections on "voice" and presentation.

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Introduction

Part 1. Proposal Logics

1. Understanding Generic Structure Logic

2. Understanding the Baseline Logic

3. Using a Measurable-Results Orientation

4. Construction a Logical Methodology-The Pyramid Principle

Part 2. Proposal Psychologics

5. Analyzing the Buyers

6. Selecting and Developing Themes-Determining What to Weave in Your Web of

Persuasion

7. Green Team Reviews:Collaborating to Improve Your Odds of Winning

Part 3. Proposal Preparation

8. Writing the Situation and Objectives Slots

9. Writing the Methods Slot

10. Interluds:Focusing on Persuasion

11. Writing the Qualificaions Slot

12. Writing the Benefits Section

13. Writing the Fees Slot

14. Summary-The Proposal Development Process

Appendix A:Paramount Consulting's Proposal

Opportunity at the ABC Company:A Case Study

Appendix B:Worksheets

Appendix C:Paramount's Proposal Letter to the ABC Company

Appendix D:Internal Proposals(Make Certain They're Not Reports)

Appendix E:A Few Comments About Writing Effective Sentences(and Paragraphs)

Appendix F:Using the Right Voice-Determining How Your Proposal Should "Speak"

Glossary

Index

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书籍介绍

This title offers the faster, easier way to write persuasive, successful proposals every time. A great proposal will clinch the deal; a poor one will kill it - which would you rather write? "Writing Winning Business Proposals, Second Edition", gives you the skills, tactics, and strategies you need to write outstanding proposals that will win new clients, make big sales, or convince your boss that your idea will revolutionize the company. You'll get a client's-eye view of what makes a great proposal and master the steps of a battle-tested and proven proposal development process. This fully updated new edition features dozens of new examples and scenarios. You'll also find insightful new chapters on determining your fees and collaborating to improve your chances of winning as well as tips for creating a persuasive 'voice' in your proposal." Writing Winning Business Proposals, Second Edition" provides all the tools and expertise you need to: understand the baseline logic to determine your buyer's desired results; construct a logical methodology for achieving those results; reconcile different perspectives across multiple buyers; crystallize and develop key messages and themes; and weave messages and themes throughout your proposal.