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| Marketing and Proposal Strategy | |
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| Building Personal Relationships | |
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| The Sales Proposal Process: 12 Steps to Success | |
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| Breaking In | |
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| Getting Known | |
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| Clinching the Job | |
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| Following Through | |
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| The In-House Proposal Process: Five Steps to Success | |
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| The Bid/No Bid Process: An Informed Decision | |
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| The Strategy Process: Seven Steps for a Winning Plan | |
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| Summary | |
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| Exercises | |
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| Proposal Management | |
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| Proposal Functions | |
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| Proposal Organizations | |
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| Control of Proposal Development Costs | |
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| Organization and Staffing Approaches | |
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| Process Definition, Training, and Scheduling | |
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| The Documented Process | |
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| Training | |
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| Scheduling | |
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| The Proposal Management Process | |
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| Effective Meetings | |
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| Summary | |
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| Exercises | |
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| Preparing to Write | |
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| The Summary Outline and Requirements Matrix | |
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| The Amplified Outline | |
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| Storyboards | |
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| The Benefits of Storyboards | |
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| The Challenges of Storyboards | |
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| Mock-Ups | |
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| Summary | |
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| Exercises | |
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| Writing | |
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| Understanding Your Reader | |
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| Obstacles Readers Face | |
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| Preproposal Communication with the Customer | |
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| Analyzing Reader Needs | |
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| The Principles of Organization | |
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| Basic Writing Rules | |
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| Proposal Writing Rules | |
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| Overcoming Writer's Block | |
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| Summary | |
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| Exercises | |
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| Graphics | |
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| Factors That Influence the Use of Graphics | |
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| General Rule for Graphics | |
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| Specific Rules for Nine Common Graphics | |
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| Rules for Pie Charts | |
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| Rules for Bar Graphs | |
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| Rules for Line Graphs | |
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| Rules for Schedules | |
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| Rules for Flow Diagrams | |
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| Rules for Organization Charts | |
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| Rules for Formal Tables | |
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| Rules for Drawings | |
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| Rules for Photos | |
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| Summary | |
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| Exercises | |
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| Sales Letters and the Executive Summary | |
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| Why and When to Write Sales Letters | |
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| Rules for Writing Sales Letters | |
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| Tips for Writing Transmittal Letters | |
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| Examples of Effective Sales Letters | |
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| Letter of First Contact (Cold Call Letter) | |
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| Letter After a Phone Call | |
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| Letter After a Meeting | |
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| Letter of Reacquaintance (Refresher Letter) | |
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| Transmittal Letter (Cover Letter) | |
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| Rules for Developing Executive Summaries | |
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| Summary | |
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| Exercises | |
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| Formal Proposals | |
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| Formal Proposal Features | |
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| Solicitation Instructions | |
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| U.S. Government Customers | |
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| Grant Providers | |
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| Other Customers | |
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| Rules for RFP Support and Use | |
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| Formal Proposal Rules | |
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| An Example and a Critique of a Formal Proposal | |
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| Summary | |
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| Exercises | |
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| Informal Proposals | |
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| Letter Proposals | |
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| Rules for Developing Letter Proposals | |
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| An Example and a Critique of a Letter Proposal | |
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| Memo Proposals | |
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| Rules for Writing Memo Proposals | |
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| An Example and a Critique of a Memo Proposal | |
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| Summary | |
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| Exercises | |
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| Reviews | |
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| Rules for Holding a Formal Review | |
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| Summary | |
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| Exercises | |
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| Editing | |
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| The Editing Process | |
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| Levels of Edit | |
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| Scheduling Edits | |
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| Assigning an Editor | |
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| Editing Tools and Policy | |
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| Rules for Improving Style | |
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| Rules for Correcting Grammar | |
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| Rules for Proofreading | |
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| Summary | |
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| Exercises | |
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| After Proposal Submittal | |
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| Rules for Responding to Customer Questions | |
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| Oral Presentations | |
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| Preparation and Delivery Rules | |
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| Rules for Making and Using Oral Presentation Graphics | |
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| Tips for Overcoming Nervousness | |
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| Negotiating | |
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| Rules for Negotiating | |
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| Strategies for a Best and Final Offer | |
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| Post-award Rules | |
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| Summary | |
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| Exercises | |
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| Bibliography | |
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| Exercise Solicitation and Evaluation Criteria | |
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| Index | |