Writing Winning Business Proposals, Third Edition, 3rd Edition

PART 1Proposal Logics

As your potential client, one thing that amazes and even at times upsets me about your proposals is that, although you are obviously well educated, intelligent, and thoughtful, your documents and presentations often do not convey your ideas logically. I cannot comprehend a well-thought-out logical argument about my situation and how you might help me improve it if you don’t present that argument.

At the beginning of Part 1, I provide the framework to help you do so. Then I share my desire for your having and communicating in your proposal document or presentation an orientation toward measurable substantive results in whatever type of support you propose to me and my organization. Finally, I discuss how to construct a logical ...