IEEE Transactions on Professional Communication Jan 1991

Developing winning proposal strategies

R.A. Barakat

Abstract

Several strategies that comprise an overall blueprint for a winning proposal strategy are described. They are the will-to-win strategy, the customer development strategy, assessing the competition, the pricing strategy, tactics and themes, the proposal presentation strategy, and the review strategy. It is shown that the methods presented offer a deliberate and thoughtful scheme for planning a proposal development effort so that customer-critical issues are identified and addressed using an overall strategy translated into detailed sub-strategies.< <ETX xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink">></ETX>

Journal
IEEE Transactions on Professional Communication
Published
1991-01-01
DOI
10.1109/47.84105
CompPile
Open Access
Closed
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References (7) · 2 in this index

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    Writing to win new business
    Project Management
  2. Barakat (1989)
    Storyboarding can help your proposal
    IEEE Transactions on Professional Communication
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    Managing Winning Proposals
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    Project Management Operating Guidelines Directives Procedures and Forms
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    A bibliography on proposal writing
    IEEE Transactions on Professional Communication
Show all 7 →
  1. beveridge (1978)
    Creating Superior Proposals
  2. (0)
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