Оглавление
Hans Tammemagi. Winning Proposals
WINNING PROPOSALS
Preface
1. The Fascination Of Proposals
1. The Importance of Proposals
2. Jekyll and Hyde Personality
3. The Satisfaction of Proposals
4. The Challenge of Competition
5. Persuasion
6. Persuasion in Business
2. To Bid Or Not To Bid, That Is The Question
1. How to Get Requests for Proposals
2. The Request for Proposal (RFP)
2.1 Title page
2.2 Introduction and background
2.3 Scope of work
2.4 Schedule
2.5 Project budget
2.6 Cost of the work
2.7 Payment method
2.8 Evaluation criteria and contractor selection
2.9 Pre-bid meeting
2.10 Post-bid interview
2.11 Contractual details
2.12 dministrative details
3. It’s a Statistical Game
4. A Standardized Approach
Sample 1: Proposal Decision Form
4.1 Technical qualifications
4.2 Your contract value
4.3 Potential profitability
4.4 How do you rate against the competition?
4.5 Unique Selling Points (USPs)
4.6 Resources to write the proposal
4.7 Proposal preparation cost
4.8 Spin-off or follow-on business
4.9 Enhances strategic plan
4.10 Liability or risk
4.11 Other factors
5. Using the Proposal Decision Form for Follow-Up
Sample 2: A Completed Proposal Decision Form
3. The Power Of Persuasion
1. A Compliance Professional at Work
2. The Basic Principles of Persuasion
2.1 Reciprocity or indebtedness
2.2 Commitment and consistency
2.3 Social copying
2.4 Authority
2.5 Empathy and Trust
2.6 Scarcity
2.7 Uniqueness
4. The Six-Point Guideline For Winning Proposals
1. Establish Technical Credibility and Authority
2. Use a Client-Centered Approach
3. Get the Price Right
3.1 Fair price
3.2 Approximate budget
3.3 Price relative to quality
3.4 Competition
3.5 Importance to your firm
4. Write Simply
5. Add Unique Selling Points
6. Walk the Extra Mile
5. The Building Blocks
Sample 3: Table of Contents for a Proposal
1. Cover Letter
Sample 4: Typical Cover Letter
2. Cover/Title Page
Sample 5: An Example Title Page
3. Proprietary Notice
4. Introduction
5. Technical Approach
Figure 1: Technical Tasks Flowchart
6. Project Team
Figure 2: Corporate Team Organization Chart
Figure 3: Project Organization Chart
Sample 6: Staff Summary Table
7. Relevant Experience
8. Project Budget
Sample 7: Cost Summary Table
9. Schedule
10. Certifications
11. Evaluation Criteria (or Why Your Firm Should Win This Contract)
12. Appendixes
13. Items to Omit
14. Final Review
6. Putting It All Together
1. Writing Well
1.1 Be concise and clear
1.2 Avoid jargon
1.3 Be specific
1.4 Be positive
1.5 Use lists
1.6 Use tables
1.7 Use tabs
1.8 Use links and transitions
1.9 Get personal
1.10 Be logical
1.11 Find and fix typos
2. Making It Look Good
2.1 White space
2.2 Page numbers
2.3 Sidebars and boxes
2.4 Italics and capitals
2.5 Font
2.6 Figures and graphics
2.7 Color
7. Efficiency Equals Profit
1. What Does It Cost to Prepare a Proposal?
2. Standardize Your Proposal Preparation System
3. Computer Technology
3.1 Databases
3.2 Word processing
3.3 Local area network
3.4 Spreadsheets
3.5 The Web
3.6 Computer graphics
4. The Proposal Team
5. The Proposal Preparation Process
5.1 Make the decision to bid
5.2 Select the team
5.3 Hold the initial meeting
Sample 8: Proposal Assignment Form
5.4 Perform the work
5.5 Review the draft
5.6 Submit the proposal
8. The Magic Of Personal Contact
1. More Persuasion Techniques
2. The Interview
2.1 Preparing the presentation
2.2 Rehearsing the presentation
2.3 Giving the presentation
2.4 Taking part in discussion
2.5 Distributing handouts
9. Unsolicited Proposals Are Everywhere
1. The Unsolicited Proposal
2. Formal Unsolicited Proposals
3. The Main Rules
3.1 Grab his or her attention
3.2 Sell the need for your idea
3.3 Be brief
3.4 Identify and neutralize negatives
3.5 Use all relevant persuasion principles
3.6 Build common ground
3.7 Do not attack existing beliefs
10. The Last Word
Bibliography
Acknowledgments
About The Author
Notice To Readers
Self-Counsel Press thanks you for purchasing this ebook
Contents
