Table of Contents Shipley Proposal Writer Playbook ™
Understanding the Sales Cycle . . . . . . . . . . . . . . . . . . . . iii The Role of the Proposal Writer . . . . . . . . . . . . . . . . . . . . v How to Maximize the Playbook . . . . . . . . . . . . . . . . . . . vi Proposal Planning (Pre-Writing) 1.1 Understanding the Characteristics of Effective Proposals . . . . . . . . 3 1.2 Engaging with Your Sales and Capture Team . . . . . . . . . . . . . . 4 1.3 Focusing on the Reader, the Evaluator . . . . . . . . . . . . . . . . 5 1.4 Developing an Outline . . . . . . . . . . . . . . . . . . . . . . . . 6 1.5 Attending the Proposal Kickoff Meeting . . . . . . . . . . . . . . . . 8 1.6 Gathering Information from Many Sources . . . . . . . . . . . . . . 9 1.7 Participating in a Pink Team Review . . . . . . . . . . . . . . . . .11 Proposal Writing and Development 2.1 Organizing the Proposal for Ease of Evaluation . . . . . . . . . . . .15 2.2 Writing with Customer Focus . . . . . . . . . . . . . . . . . . . . 19 2.3 Drafting Initial Proposal Content . . . . . . . . . . . . . . . . . . 21 2.4 Writing Guidelines for Efficiency and Effectiveness . . . . . . . . . . 22 2.5 Avoiding Wasted Prime Proposal Real Estate . . . . . . . . . . . . . 23 2.6 Saving Time and Resources with Boilerplate and Reuse Material . . . . 27 2.7 Using Emphasis Techniques to Improve Scores . . . . . . . . . . . .28 Proposal Revision and Submission 3.1 Examining and Editing Your Content . . . . . . . . . . . . . . . . .31 3.2 Reviewing and Revising Your Writing . . . . . . . . . . . . . . . . .32
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