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Persuasive business proposals writing to win more customers, clients, and contracts

Author
Title
Persuasive business proposals [electronic resource] : writing to win more customers, clients, and contracts / Tom Sant.
ISBN
9780814417850
9780814417867 (e-book)
Edition
3rd ed.
Published
New York : AMACOM, c2012.
Physical Description
viii, 280 p. : ill.
Local Notes
Access is available to the Yale community.
Notes
Includes index.
Electronic reproduction. Palo Alto, Calif. : ebrary, 2011. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.
Access and use
Access restricted by licensing agreement.
Format
Books / Online
Language
English
Added to Catalog
April 15, 2013
Contents
Preface
Seven deadly sins
A good proposal is hard to find : but it's worth looking
Recognizing reality
Rushing to the exits
A primer on persuasion
Understanding persuasion
Winning by a nose: the structure of persuasion
Seven magic questions : how to develop a client-centered message
Why the inuit hunt whales and other secrets of customer behavior
The cicero principle : how to avoid talking to yourself in print
Fluff, guff, geek and weasel : the art of saying what you mean
Weaving your web : how to pull it all together from the start
The art of the part : where to put your effort
Letter proposals
The structure and key elements of formal proposals
Writing the business case
Recommending and substantiating your solution
Persuasive answers to rfp questions
Presenting evidence and proving your points
Gathering and tailoring reusable content
How to manage the process without losing your sanity
Deal or no deal? : qualifying the opportunity
An overview of the proposal development process
The pursuit of perfection : editing your proposal
The packaging is part of the product
Presenting your proposal
Tracking your success
Creating a proposal center of excellence
Special challenges
Index.
Also listed under
ebrary, Inc.
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