PERSUASIVE BUSINESS PROPOSALS TOM SANT PDF

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Read an Excerpt Preface This edition of Persuasive Business Proposals has been thoroughly revised to reflect changes in the world of work that affect proposal writing and, more important, to incorporate lessons I have learned from working with some wonderful clients.

The basic principles of persuasion have remained consistent from the first edition onward, but thanks to insightful client feedback I have developed more effective ways to explain those principles. For example, the NOSE pattern that I present in Chapter 5 is an important instance of finding a simpler, more memorable way to communicate the key concept of persuasive structure. Likewise, the characterization of bad writing into the four categories of Fluff, Guff, Geek, and Weasel—an idea that I first presented in The Language of Success—has proved so popular in workshops and speeches that I decided to bring it to Persuasive Business Proposals, too.

The use of technology has exploded, moving us from the local area network to the cloud, and by collaborating with clients who are themselves at the forefront of information management I have learned how to use that technology to make the proposal writing task easier. Technology can transform the way we work, as evidenced by the rise of virtual proposal operations on a global scale in recent years.

But technology can also exert new pressures on the bidding process and the proposal writer, too. I have tried to address these new realities in this edition. Used with permission. All rights reserved.

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