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| Acknowledgments | |
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| The Value Evolution | |
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| Value Redefined | |
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| Why Now? | |
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| Challenges along the Way | |
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| Forecasting Value and Guaranteeing Success | |
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| Key Definitions | |
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| Final Thoughts | |
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| The Proposal Process | |
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| Importance of the Proposal | |
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| How the Decision is Made | |
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| Success Factors | |
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| Key Steps in the Proposal Process | |
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| Final Thoughts | |
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| How to Develop Objectives Your Clients Will Love | |
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| Fundamental Issues | |
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| The Power of Objectives | |
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| Case Studies | |
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| Final Thoughts | |
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| Project Needs: The Basis for Objectives | |
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| ROI Needs | |
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| Business Needs | |
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| Performance Needs | |
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| Learning Needs | |
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| Preference Needs | |
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| Input Needs | |
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| Final Thoughts | |
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| Developing the Proposal | |
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| Proposal Elements | |
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| Situation Analysis | |
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| Project Inputs and Scope | |
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| Objectives and Forecasts | |
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| Project Timing/Schedule | |
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| Project Budget/Costs | |
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| Methodology and Approach | |
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| Resources | |
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| Responsibilities | |
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| Deliverables | |
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| Experience/Unique Advantages | |
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| Qualifications | |
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| Results Guarantee | |
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| Terms and Conditions | |
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| Acceptance | |
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| Back Matter | |
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| Final Thoughts | |
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| Managing the Proposal Process | |
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| Gathering Intelligence | |
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| Proposal Philosophy | |
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| Understanding the Stakeholders | |
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| Managing the Effort | |
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| Themes | |
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| Presentation Style | |
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| Grant Proposals | |
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| Team Review | |
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| Problems and Issues with Proposals | |
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| Presentation Strategies | |
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| When You Lose | |
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| Final Thoughts | |
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| Forecasting Reaction and Learning | |
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| Are Reaction and Learning Forecasts Necessary? | |
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| How to Construct Reaction Forecasts | |
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| Measures for a Reaction Forecast | |
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| Securing Input for the Reaction Focus | |
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| How to Construct a Learning Forecast | |
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| Securing Information for the Learning Forecast | |
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| Final Thoughts | |
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| Forecasting Application and Impact | |
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| Are Application Forecasts Necessary? | |
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| Are Impact Forecasts Necessary? | |
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| How to Construct Application Forecasts | |
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| How to Construct Impact Forecasts | |
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| Criterion | |
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| Topics for Impact Forecasts | |
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| Inputs for Application and Impact Forecasting | |
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| Final Thoughts | |
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| Forecasting Money: Benefits and Costs | |
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| Why Forecast Monetary Benefits? | |
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| Steps to Convert Data to Money | |
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| Standard Monetary Values | |
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| When Standard Values are not Available | |
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| Consider the Short-Term/Long-Term Issue | |
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| Fundamental Cost Issues | |
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| Cost Estimation Issues | |
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| Typical Costs Categories | |
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| Final Thoughts | |
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| Forecasting ROI and Intangibles | |
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| Why Forecast ROI? | |
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| Basic ROI Issues | |
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| ROI Insights | |
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| Other ROI Measures | |
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| Basic Steps to Forecast ROI | |
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| Forecasting ROI with Reaction Data | |
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| Forecasting ROI with Soft Data | |
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| Why Intangibles are Important | |
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| Forecasting Intangibles | |
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| Forecasting Guidelines | |
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| Final Thoughts | |
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| How to Guarantee Success | |
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| What's Wrong with the Present Approach? | |
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| The Benefits of a Guaranteed Promise | |
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| What must Change | |
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| The Guarantee | |
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| Payout Options | |
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| Conditions | |
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| Final Thoughts | |
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| Federal Information Agency: Project Proposal | |
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| Situation Analysis | |
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| Proposed Approach | |
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| Master of Science in Information Science | |
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| Objectives of the Program | |
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| Forecasting | |
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| Project Timing and Schedule | |
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| Responsibilities | |
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| Deliverables | |
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| Costs | |
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| Experience and Qualifications | |
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| Results Guarantee | |
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| Exhibits | |
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| Author's Thoughts | |
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| Epilogue | |
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| References | |
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| Index | |