Efnisyfirlit

• Cover
• Introduction
  • About This Book
  • Foolish Assumptions
  • Icons Used in This Book
  • Beyond the Book
  • Where to Go from Here
• Part 1: Understanding Proposal Development
  • Chapter 1: Introducing Bids and Proposals
    • Defining Bids and Proposals
    • Preparing to Propose
    • Becoming More Professional
  • Chapter 2: Understanding Different Types of Proposals
    • Responding to a Request for Proposal (RFP)
    • Writing a Proactive Proposal
    • Comparing Small and Large Proposals
    • Understanding Procurement: The Differences Among Segments
• Part 2: Focusing on Your Customer
  • Chapter 3: Building Customer Relationships
    • Getting to Know Your Customers
    • Handling Customer Engagement: Your Sales Process
    • Managing Customer Relationships
  • Chapter 4: Giving Your Customers What They Ask For (And More)
    • Following Your Customers’ Instructions
    • Complying with Your Customers’ Requirements
    • Enhancing Compliance with Responsiveness
  • Chapter 5: Sizing Up Your Competition
    • Gathering Information About Your Competitors
    • Unseating Incumbents
    • Ghosting Your Competition
• Part 3: Planning Your Approach
  • Chapter 6: Developing Your Proposal Process
    • Understanding Where the Proposal Process Fits In
    • Pre-Proposal Stage: To Bid or Not to Bid?
    • Proposal Development Stage: Delivering on Your Proposal Strategy
    • Post-Proposal Stage: Getting Ready for Another Round
  • Chapter 7: Setting Yourself Apart From Your Competitors
    • Presenting Features and Benefits
    • Backing Up Your Claims with Proof
  • Chapter 8: Keeping Your Proposal on Track
    • Coming Up with a Schedule That Works
    • Budgeting Your Funds and Resources
    • Choosing Your Proposal Team
• Part 4: Creating Your Proposal
  • Chapter 9: Developing Your Proposal
    • Crafting the Executive Summary
    • Writing a Transmittal Letter
    • Describing the Customer’s Situation
    • Answering Your Customer’s Questions
    • Writing the Solution for a Proactive Proposal
    • Establishing Value in the Pricing Section
    • Building the Experience Section
    • Closing with a Call to Action
  • Chapter 10: Applying the Principles of Good Writing: Structuring Your Argument
    • Outlining to Guide Your Writing
    • Writing Clearly
    • Writing Persuasively
    • Using Headings to Guide the Reader through Your Proposal
  • Chapter 11: Making Your Proposals Look Good
    • Designing Eye-Catching, Accessible Documents
    • Applying Basic Design Principles to Make Your Proposal Stand Out
    • Using Graphics to Help Readers Understand Your Proposal
  • Chapter 12: Getting Your Proposal Out the Door
    • Getting Fresh Eyes On Your Proposal
    • Readying Your Proposal for Delivery
    • Responding to Electronic Submissions
    • Giving an Oral Presentation
• Part 5: Taking Your Proposal to the Next Level
  • Chapter 13: Using Tools and Templates to Accelerate Your Proposals
    • Tooling Around with Proposals
    • Creating Foolproof Processes and Outputs
  • Chapter 14: Leading Proposal Teams Effectively
    • Leading Long Before the Project Begins
    • Guiding Your Team from Start to Finish
    • Taking a Virtual Approach to Proposal Team Leadership
  • Chapter 15: Making Each Proposal Better than the Last
    • Improving with Every Opportunity
    • Collecting Content for Reuse
    • Getting and Staying in Proposal Shape
• Part 6: The Part of Tens
  • Chapter 16: Ten Templates for Building Your Proposal
    • Creating a Compliance Matrix
    • Proving Your Past Performance
    • Standardizing the Proposal Model
    • Keeping Up with Your Costs
    • Tracking Your Customer Contacts
    • Scheduling Your Process Milestones
    • Deciding Whether to Bid
    • Checking Off Production Activities
    • Checking the Checker
    • Capturing and Sharing Lessons Learned
  • Chapter 17: Ten Common Misconceptions about Bids and Proposals
    • Engaging the Customer Early Isn’t Important
    • An Executive Summary Only Summarizes Your Proposal
    • Features and Benefits Are All the Same
    • If You’re the Incumbent, You’ve Got Nothing to Worry About
    • Always Use Business Speak and Buzz Phrases in Your Proposals
    • Sales Is a Game of Numbers, So Bid on Everything
    • You Can Skip the Reviews if You’re Short on Time
    • Collecting Information about Your Competitors Is Unethical
    • After You Decide to Bid, Stick to Your Decision to the End
    • Debrief Sessions Help You Single Out Underperformers
• Appendix: Online Resources
• About the Authors
• Advertisement Page
• Connect with Dummies
• End User License Agreement

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