Powerful Proposals

Appendix A

THE ULTIMATE WEAPON

Maximize Proposal Effectiveness with Techies Who Can Sell

GOLDEN RULE:

Nothing happens until somebody sells something.

Question: How do you know if an engineer is an extrovert?Answer: He looks at your shoes when he’s talking to you.

And so it goes. We’ve probably heard more engineer jokes over the years than any other kind, simply because we’ve worked with so many engineering, construction, aerospace, telecommunications, and high-tech organizations where this brand of humor thrives. With the occasional exception of the touchy engineer, the young one still puffed up with being an engineer, or the outright sorehead, we’ve found that engineers and other technical professionals have a marvelous sense of detached ...