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The Magic of Winning Proposals
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No Dancing Baloney!
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Get Control of Your Selling Program
4 Steps to Designing a Winning System
Round the clock, round the globe proposal writing assignment
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5 Stages of Market Development
FIFTH: The Idea is More Important Than The Finished Product
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The Magic of Winning Proposals
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Diversity Management
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Another Laura Ricci?
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Proposal Guidelines
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First Realtor, Best Homes
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FvB: Would it help if almost all your proposals were winners?
FvB:Acme Proposal Production
Magic
A Good Presentation is Not Enough
A Good Proposal is Not Enough
A Sample Storyboard
A Storyboard is Not an Outline
Actors Need Not Apply
Analyzing the ISSUEs
Benefit Statements
Best and Final Offer
Blackhole Report
Breaking Down and Summarizing the RFP
Breaking It Down
Budgeting For Success
Careful Preparation is the Key
Careful Preparation, Continued
Case Study for 1Ricci
Celebrate the Delivery
Check Out The Bugs
Common Proposal Management Problem
Comparing Strategic and Tactical Elements of Marketing
Comparing the Strategic and Tactical Elements of Marketing
Comparing the Strategic and Tactical Elements of Proposal Management
Conjuring Up Ghosts
Cost Proposal
Critical Features of the Oral Proposal
Customer CASEs
Database Resources
Debriefing after Delivery of the Proposal
Distribution of Authority
Do you Need the Help of Outsiders?
Don't Go on Safari Unless You Know What You're Hunting
Enforcing Security
Example of a Proposal Checklist
Finding "Volunteers"
First Steps
Further Considerations for the Oral Proposal
Getting to the Top of the Magic Wand
Gon/No-Go Decisions
GO/NO-GO Checklist
Good Work is not Enough
How Do You Build a Theme?
How It "Sticks" and Won't Let Go
How Storyboards Save Time and Money
How "Big Building" Principle Works
How to Generate Good Benefit Statements
How to Protect Yourself from Amateur Houdinis
How to Save Money on Proposals
How to Use Storyboards
Identifying the Gaps in Knowledge
If It Wins, It Was My Idea; If It Loses, It Was Yours
Increase the Winners and Cut Your Losses
Increase the Winners by Choosing the Right Battles
Is There Such a Thing as Too Much Theme?
ISSUES of Critical Importance
Issues of Critical Importance
Looping Back to Strategy and Analysis
Making an Action Plan
Making Writing More Readable
Marketing Meeting Worksheet
Moderator Notes for a Theme Meeting
Oral Proposals
Pitfalls of the Magic Act
Plan Backup Systems
Project Experience
Proposal Art Work
Publication and Delivery Management
Resumes
Reviewing Your GO/NO-GO Checklist
Reviewing Storyboards
Reviewing the Cost Proposals
Reviewing
Reviewing the Final Draft
Reviewing the Meeting Results
Sample Review Storyboards
Sample Schedule
Schedule the Cost Proposal
Scheduling Considerations
Senior Management Signs Off on Storyboards
Setting a Schedule: Don't Try to Pull a Rabbit Out of a Hat
Shorter Deadlines Require Better Teamwork
Start with the Benefits
Storyboard Sample
Storyboards
Strategy and Analysis of the RFP (Request for Proposal)
Tactical Approach: Identifying Client Target
Tactical Approach: Setting the Goal for your Meetings
Tactical Approach: Setting the Goal for your Meetings
Targeting BUGS: Four Types of Buyers
Targeting the Clients: Identifying the Buyers
The Black Hole Report
The Command Shift from Proposal Manager to Proposal Coordinator
The Marketing Plan: Stage Five: Selecting the Targets
The Marketing Plan: Stage Four: Sharing the Plan
The Marketing Plan: Stage One: Starting Questions
The Marketing Plan: Stage Three: Customer/Client Questions
The Marketing Plan: Stage Two: Organization Questions
The Pink Team Review
The Process Winners Use to Win
The Process Winners Use to Win: Strategy and Analysis First
The Red Team Review
The Request for Proposals
The Table of Contents and Action Captions
The Two Keys: Credibility and Repitition
The White Team Review
Themes Connect You and the Client
Themes String Together the Writing
Time In and Time Out
Trading on Goblin Tales
Unfriendly Ghosts and Goblins
Welcome to the electronic version of The Magic of Winning Proposals
What Can You Tell From a Storyboard?
What Kind of Cover Art Should Be Used?
Why Spend Money on Marketing?
Writing Style
Writing the Final Draft
Writing the Pink Draft
Writing the White Draft
Accounting: Cost Proposal
Avoid "Insider" Language
Avoid Acronyms
Avoid Pompous Jargon
Contracts: Cost Proposal
Convincing Others to Spend Money on Marketing
Credits for The Magic of Winning Proposals
HELP! It didn't work!
I don't accept
Looping Back to Strategy and Analysis
Moderator Notes for a Theme Meeting
Publication and Delivery Management
Review Your GO/NO-GO Checklist
Reviewing the Cost Proposal
Sample Schedule
Senior Management's Role: Strategy and Analysis First
Site Map of The Magic of Winning Proposals
Storyboard (blank)
Storyboard Form
Tactical Approach: Identifying Client Target
The Legal Stuff
The Marketing Plan: A Process, Not a Product
The Pink Team Review
The Requests for Proposals
THE RFP IS OUT!
Use Short Paragraphs
Use Short Words and Sentences
Writing Your Winning Proposals
Privacy Policy of 1Ricci LLC
Orals Coaching
Oral Proposals
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Ricci Legacy
The Ricci family has been consulting and supporting success for hundreds of years.