From the Book - Regular Print
Section I Why You Need This Book --
Chapter 1 Challenges You Face 3 --
Chapter 2 A Good Proposal Is Hard to Find 10 --
Section II A Primer on Persuasion --
Chapter 3 Why the Inuit Hunt Whales and Other Secrets of Customer Behavior 21 --
Chapter 4 Structure of Persuasion 28 --
Chapter 5 Developing a Client-Centered Message Every Time You Write 42 --
Chapter 6 Understanding the Customer: The Cicero Principle 55 --
Chapter 7 Establishing Your Credibility 72 --
Section III How to Manage the Process and Keep Your Sanity --
Chapter 8 An Overview of the Proposal Development Process 81 --
Chapter 9 Writing from the Right Brain: Getting Your Ideas Organized 98 --
Chapter 10 Presenting a Winning Value Proposition 107 --
Chapter 11 Structure of the Letter Proposal 120 --
Chapter 12 Structure of the Formal Proposal 132 --
Chapter 13 Writing Research Proposals and Proposals for Grants 174 --
Chapter 14 What to Do After You Submit 187 --
Chapter 15 Writing in the Midst of a Storm: How to Deal with Bad News and Negative Publicity 194 --
Chapter 16 Creating a Proposal Center of Excellence 198 --
Chapter 17 Proposal Metrics: How to Measure Your Success 206 --
Section IV Writing to Win --
Chapter 18 Give the Reader a KISS! 213 --
Chapter 19 Word Choice: Six Traps to Avoid 216 --
Chapter 20 Sentence Structure: Maximizing Your Clarity 227 --
Chapter 21 Editing Your Proposal 232.
A good proposal is hard to find : but it's worth looking
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
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
Creating a proposal center of excellence