000			01974nam a2200229Ia 4500
003			NULRC
005			20250520100643.0
008			250520s9999 xx 000 0 und d
020			_a9780814417850
040			_cNULRC
050			_aHF 5718.5 .S36 2012
100			_aSant, Tom _eauthor
245		0	_aPersuasive business proposals : _bwriting to win more customers, clients, and contracts / _cTom Sant
250			_aThird Edition
260			_aNew York : _bAMACOM, _cc2012
300			_aviii, 280 pages : _billustrations ; _c23 cm.
365			_bPHP1097
504			_aIncludes index.
505			_aSection 1. Seven deadly sins -- A good proposal is hard to find : but it's worth looking -- Recognizing reality -- Rushing to the exits -- Section 2. 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 -- Section 3. 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 -- Section 4. 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
650			_aPROPOSAL WRITING IN BUSINESS
942			_2lcc _cBK
999			_c10524 _d10524