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- The Magic of Winning Proposals
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- 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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