MARC record from Internet Archive

LEADER: 02715cam 2200409 a 4500
001 ocm38042989
003 OCoLC
005 20180710001248.0
008 971124s1998 ilu 001 0 eng
010 $a 97048649
040 $aDLC$beng$cDLC$dOUB$dBAKER$dBTCTA$dYDXCP$dILU$dOCLCO$dOCLCF$dOCLCQ
020 $a1574100882
020 $a9781574100884
035 $a(OCoLC)38042989
050 00 $aHD3860$b.H643 1998
082 00 $a658.15/224$221
100 1 $aHoltz, Herman.
245 10 $aProven proposal strategies to win more business /$cHerman Holtz.
260 $aChicago, IL :$bUpstart Pub. Co.,$c℗♭1998.
300 $axviii, 179 pages ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
500 $aIncludes index.
505 0 $aIntroduction -- Strategies and the Unique Selling Proposition (USP) -- In the beginning: The preproposal stage -- Typical proposal/contracting problems -- RFP strategies -- Gathering intelligence -- Page-limited proposals -- Preentation strategies: 1 -- Presentation strategies: 2 -- Front and back matter -- A summary reminder/collection of key tips, solutions, and strategic ideas.
520 $aIt's no accident that Holtz refers to the process as proposal "development" rather than proposal "writing". According to Holtz, before you even begin to write, you must understand the client's needs, the parameters of the RFP, and above all, the nuances of selling. A proposal based on a sound sales strategy will "get you to the table"--An area where Holtz offers expert guidance. His step-by-step approach to devising a strategy will lead you through the proposal development process, from a thorough reading of the RFP to the most effective structure for the executive summary.
520 8 $aYou'll discover ways to incorporate marketing into every phase, including how to make your proposal's introduction function like a "sales representative"; maximize every formatting element, from titles and subtitles to headers and footers; and develop the "hook" or the unique way in which your proposal will command attention and remain unforgettable.
650 0 $aProposal writing in public contracting.
650 7 $aProposal writing in public contracting.$2fast$0(OCoLC)fst01079263
856 42 $3Publisher description$uhttp://catdir.loc.gov/catdir/enhancements/fy0659/97048649-d.html
938 $aBaker & Taylor$bBKTY$c29.95$d22.46$i1574100882$n0003096773$sactive
938 $aBaker and Taylor$bBTCP$n97048649
938 $aYBP Library Services$bYANK$n1463754
029 1 $aAU@$b000013600968
029 1 $aYDXCP$b1463754
994 $aZ0$bP4A
948 $hNO HOLDINGS IN P4A - 247 OTHER HOLDINGS