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Writing Winning Business Proposals, Third Edition by Joe Romano, Shervin Freed, Richard Freed

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CHAPTER 11Writing the Qualifications Slot

I’ve probably seen more boilerplate in qualifications sections than in a furnace factory, especially from the larger consulting firms, the ones with big research departments. These firms’ proposals list everything they can about what they’ve done and whom they’ve done it to. There’s a better way, and I’ll tell you what it is.

The situation and methods slots allow you to demonstrate your qualifications implicitly. In SITUATION, for example, you can display your abilities as a problem solver by demonstrating your understanding of our problem’s causes and effects and by indicating your awareness of the important questions that must be answered before this problem can be addressed or solved. Your understanding ...

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