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Part 1. Proposal Logics 9 1. Understanding Generic Structure Logic 11 The Slots in a Proposal's Generic Structure 12 Slots Speaking to Slots 13 Slots Are Not Necessarily Sections 14 All Slots Should Be Filled or Accounted For 14 Chapter 1 Review: Understanding Generic Structure Logic 16 Work Session 1: Proposal Opportunity at the ABC Company, a Division of Consolidated Industries 17 2. Understanding the Baseline Logic 18 The Three Kinds of Current Situations, Desired Results, Objectives, and Benefits 20 Assessing the Baseline Logic's Alignment 24 Are the Overriding Problem, Effects, and Benefits Aligned? 25 Are the Deliverables Aligned with the Desired Result and Objective? Are the Deliverables Aligned with the Benefits? 29 Are the Desired Result and Objective Aligned with the Benefits? 30 Testing the Baseline Logic 31 The Baseline Logic and Your Value Proposition 35 The Relationship Among the Generic Structure Slots, the Baseline Logic, and Your Proposed Project 36 Chapter 2 Review: Understanding the Baseline Logic 39 Work Session 2: Constructing the Baseline Logic for the Situation at ABC 41 3. Using a Measurable-Results Orientation 52 Measurable Results Orientation: The Insight Project 53 Measurable Results Orientation: The Planning Project 54 Measurable Results Orientation: The Implementation Project 56 Chapter 3 Review: Using a Measurable-Results Orientation 57 Work Session 3: Applying a Measurable-Results Orientation for ABC 58 4. Constructing a Logical Methodology-The Pyramid Principle 59 Using Pyramid Logic 60 Step 1: Clearly Identify the Objective(s), Based on the Overriding Question(s) 65 Step 2: Place Each Objective Atop a Pyramid and Order the Actions Necessary to Achieve It 67 Step 3: Sequence the Actions 70 Step 4: Identify and Integrate the Activities Necessary for Planning and Communicating Your Proposed Actions 71 The Pyramid, Deliverables, and the Logics Worksheets 73 Chapter 4 Review: Constructing the Logical Methodology 75 Work Session 4: Developing the Pyramid for ABC 76 Part 2. Proposal Psychologics 81 5. Analyzing the Buyers 83 The Four Buying Roles 84 A Fifth Buying Role 89 Beyond S1-+S2-B 90 Chapter 5 Review: Analyzing the Buyers 93 Work Session 5: Identifying Buyer Roles and Generating Benefits for ABC 94 6. Selecting and Developing Themes-Determining What to Weave in Your Web of Persuasion 100 What Themes Are 102 Where Themes Come From 103 Selecting the Themes 111 Developing the Themes 113 Chapter 6 Review: Selecting and Developing Themes 116 Work Session 6: Identifying Hot Buttons and Evaluation Criteria, Countering the Competition, and Developing the Themes for ABC 117 7. Green Team Reviews: Collaborating to Improve Your Odds of Winning 130 The Strategic Premise of Green Team Collaboration 133 The Green Team Review: What It Is 134 The Green Team: Who It Is 135 The Green Team Review: How It Works 136 The Green Team Review: What Happens Afterward 138 Green Team Reviews: Some Final Thoughts 139 Part 3. Proposal Preparation 141 8. Writing the Situation and Objectives Slots 143 The Story/S1 Component 144 The Questions Component 147 The Closing/S2 Component 150 The Situation Slot and Competitive Advantage 151 Chapter 8 Review: Writing the Situation and Objectives Slots 152 Work Session 7: Writing the Situation and Objectives Slots for ABC 153 9. Writing the Methods Slot 157 PIP 157 PIP at the Task Level 159 PIP at the Methods Section Level 160 Chapter 9 Review: Writing the Methods Slot 163 Work Session 8: Writing the Methods Section for ABC 164 10. Interlude: Focusing on Persuasion 171 Determining the Level of Persuasiveness 173 P-Slots and Themes 176 Chapter 10 Review: Focusing on Persuasion 178 11. Writing the Qualifications Slot 179 Your Qualifications Section Needs to Be an Argument 181 Typical Qualifications Sections Don't Present an Argument 182 Use Your Themes Development Worksheet to Structure Your Argument 183 Chapter 11 Review: Writing the Qualifications Slot 185 Work Session 9: Writing the Qualifications Section for ABC 187 12. Writing the Benefits Section 191 The Kinds of Benefits 192 The Function of the Benefits Slot 192 The Content of the Benefits Section (Work Session 10) 193 Chapter 12 Review: Writing the Benefits Section 197 13. Writing the Fees Slot 198 Pricing Considerations after Initial Contact 199 Pricing Considerations After In-Depth Analysis 201 Our Return on Our Consulting Investment 202 The Strategic Value of This Opportunity to You 204 The Potential Risk to You and Your Firm 205 The Relative Capability of You and Other Consultants to Answer Our Question(s) in This Project 206 You and Your Competitors' Relationship with Our Buying Committee 207 The Desirability of This Project to You for Internal or Tactical Reasons 208 Your Pricing History with Us 209 A Bit of a Summary, and More 210 14. Summary-The Proposal Development Process 213 The Proposal Development Process 214Library of Congress Subject Headings for this publication: Proposal writing in business, Business report writing