LEADER 02458nam 2200589 a 450 001 9910830830603321 005 20230213211657.0 010 $a1-280-59155-2 010 $a9786613621382 010 $a0-470-71978-8 010 $a0-470-71743-2 035 $a(CKB)1000000000688024 035 $a(EBL)703820 035 $a(OCoLC)775867852 035 $a(SSID)ssj0000685761 035 $a(PQKBManifestationID)11395957 035 $a(PQKBTitleCode)TC0000685761 035 $a(PQKBWorkID)10731041 035 $a(PQKB)10640285 035 $a(MiAaPQ)EBC703820 035 $a(EXLCZ)991000000000688024 100 $a20710726d1970 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe family and its future$b[electronic resource] $ea Ciba Foundation symposium /$fedited by Katherine Elliott 210 $aLondon $cChurchill$d1970 215 $a1 online resource (244 p.) 225 1 $aCiba Foundation symposium 300 $aDescription based upon print version of record. 311 $a0-470-66283-2 311 $a0-7000-1462-4 320 $aIncludes bibliographical references and index. 327 $aThe Family and its Future; Contents; 1 Comparative Family Patterns; Discussion; 2 The Analysis of Family Roles; Discussion; 3 Parental Responsibility for Adolescent Maturity; Discussion; 4 Future Family Patterns and Society; Discussion; 5 Marriage and The Family in the Near Future; Discussion; 6 Environmental Planning and Its Influence on the Family; Discussion; 7 The Family and the Law in 1970; Discussion; 8 Biological Regulation of Reproduction; Discussion; 9 The Development of Contraception: Psychodynamic Considerations; Discussion; 10 Changes in Concepts of Parenthood; Discussion 327 $a11 Changing Trends in Child DevelopmentDiscussion; 12 The Making of the Modern Family; Discussion; 13 Chairman's Closing Remarks; Bibliography; Members of the Symposium; Index 410 0$aCiba Foundation symposium. 606 $aFamilies$vCongresses 615 0$aFamilies 676 $a301.42/1 676 $a301.421 701 $aElliott$b Katherine May$0948961 712 02$aCiba Foundation. 712 12$aSymposium on the Family and Its Future 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910830830603321 996 $aThe family and its future$92289403 997 $aUNINA LEADER 08326nam 22007214a 450 001 9910970011103321 005 20200520144314.0 010 $a9786611126841 010 $a9781281126849 010 $a1281126845 010 $a9780814428498 010 $a0814428495 035 $a(CKB)1000000000024120 035 $a(SSID)ssj0000225510 035 $a(PQKBManifestationID)11190777 035 $a(PQKBTitleCode)TC0000225510 035 $a(PQKBWorkID)10230182 035 $a(PQKB)10183855 035 $a(Au-PeEL)EBL3001793 035 $a(CaPaEBR)ebr10075592 035 $a(CaONFJC)MIL112684 035 $a(OCoLC)929146386 035 $a(CaSebORM)9780814428498 035 $a(MiAaPQ)EBC3001793 035 $a(OCoLC)857498017 035 $a(OCoLC)ocn857498017 035 $a(Perlego)728040 035 $a(FR-PaCSA)88833156 035 $a(FRCYB88833156)88833156 035 $a(EXLCZ)991000000000024120 100 $a20040804d2005 uy 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aPowerful proposals $ehow to give your business the winning edge /$fDavid G. Pugh and Terry R. Bacon 205 $a1st edition 210 $aNew York $cAmerican Management Association$dc2005 215 $axv, 254 p. $cill 300 $aBibliographic Level Mode of Issuance: Monograph 311 08$a9780814472323 311 08$a081447232X 320 $aIncludes bibliographical references and index. 327 $aCover -- Contents -- Acknowledgments -- Introduction -- Chapter 1: The Power of the A+ Proposal -- The Proposal: The Make or Break Move -- How to Put the ''Power'' into Your Proposals -- Be Compliant: Powerful Proposals Give Customers What They Request -- Be Responsive: Powerful Proposals Address Customers' Needs, Key Issues, Values, and Goals -- What Proposals Reveal About You -- Six Key Elements of High-Quality Proposals -- 1. Boilerplate -- 2. Customer Focus -- 3. Creative Page Design -- 4. Compelling Story -- 5. Executive Summary -- 6. Ease of Evaluation -- Evaluating Proposals: The Best and the Worst -- Challenges for Readers -- Chapter 2: A Simple Notion: A Proposal Must Sell, Not Just Tell -- The DNA of Proposals: How Organizations Buy Products and Services -- Purpose -- Audience -- Organization -- Reader Intent -- How Buying Decisions Are Made -- They Won't Buy, Unless You Sell -- Powerful Proposals: Simple, Clear, and Precise -- Four Compelling Questions Every Proposal Must Answer -- Question 1: Why Us? -- Question 2: Why Not Them? -- Question 3: So What? -- Question 4: How So? -- Challenges for Readers -- Chapter 3: Getting Your Message Across: Technical Proposals for Every Reader -- The Competitive Advantage: Reader-Friendly Proposals That Sell -- Compete by Communicating -- Know Your Audience -- Overcome Differences -- Designing the Proposal -- Two Messages, One Proposal -- Double-Exposure Techniques -- Challenges for Readers -- Chapter 4: Selling the Benefits: Customer-Oriented Proposals -- Why Steak Without Sizzle Is Not Enough -- Customer-Oriented Proposals -- Who Are the Buyers? -- What Buyers Look For -- The ''Me'' Proposal -- Reading the Customer's Mind: The ''You'' Proposal -- Five Essential Components of a Customer-Focused Proposal -- Uncover and Respond to the Customer's Underlying Need. 327 $aAddress All of the Requirements and Requests -- Mirror the RFP -- Emphasize Benefits, Especially Intangible Ones -- Develop an Effective Proposal Strategy -- Challenges for Readers -- Chapter 5: What It Takes to Win: Credibility, Acceptability, and Preference -- Establishing Credibility -- The Right Experience -- The Right Solution -- The Right Technology -- The Right Team -- Establishing Acceptability -- Negotiable Terms -- Competitive Price -- Conducive Political Environment -- Creating Preference -- The Right Relationships -- A Compelling Story -- Winning Behaviors -- Challenges for Readers -- Chapter 6: Winning Executive Summaries: Your Most Powerful Selling Tool -- The State of the Art: High-Tech Summaries -- A Powerful Executive Summary: Focus on the Benefits -- Preparing to Create an Executive Summary -- Develop Your Win Strategy -- Build a Compelling Story Line -- The GIFBP Matrix -- How to Design an Executive Summary with Impact -- Brochure Format: Your Best Sales Tool -- Issues-Driven Executive Summary -- Ad-Style Executive Summary -- Four-Page Executive Summary -- Product-Emulation Executive Summary -- Customer-Empathy Executive Summary -- Living Executive Summary: An Evolving Sales Tool -- The Five Steps -- Executive Summary Quality Check -- Challenges for Readers -- Chapter 7: Timing Is Everything: Positioning to Win -- How to Position Your Company to Be a Key Player -- Begin Early: Build Relationships, Develop Influence, and Win the Customer -- Creating a Companywide ''Can-Do'' Attitude -- Challenges for Readers -- Chapter 8: Proposal Management: The Art of Containing Chaos -- Front-Loading the Effort: Plan and Design -- Freezing the Offer -- Planning for and Conducting a Superior Kickoff Meeting -- Solidify the Team -- Lay the Foundation: Proposal Planning -- Establish Credibility: The Process -- A Failed Kickoff: Danger Ahead. 327 $aRevising for Quality: The Final Touches -- Challenges for Readers -- Chapter 9: Getting It Written, Getting It Right: Guide to Creating Compelling Proposals -- The Seven-Step Section Development Process -- Step 1: Determine the Content -- Step 2: Organize the Content -- Step 3: Develop the Themes -- Step 4. Develop the Visuals -- Step 5: Develop the Proofs -- Step 6: Create a Mock-Up -- Step 7: Draft the Section -- Challenges for Readers -- Chapter 10: The Review Process: Making Sure the Power Is in the Proposal -- The Role of Reviews in the Proposal Process -- Themes and Visuals: The Contributions of the Pink Team -- Pink Team Objectives -- Pink Team Process -- Applying the Pink Team Review to the Final Draft -- Does It Have What It Takes: The Red Team Review -- Who Is Needed: Selecting Team Members -- Red Team Objectives -- Red Team Process -- Long-Term Benefits -- Challenges for Readers -- Chapter 11: Learning Forward: Win or Lose Protocols for Continuous Improvement -- Administering the Protocols -- Client Interview -- Internal Review -- Lessons Learned -- Improvement/Implementation Plan -- Challenges for Readers -- Appendix A: The Ultimate Weapon: Maximize Proposal Effectiveness with Techies Who Can Sell -- Challenges for Readers -- Appendix B: Models of Issue-Driven and Ad-Style Executive Summaries -- Index -- A -- B -- C -- D -- E -- F -- G -- H -- I -- K -- L -- M -- N -- O -- P -- R -- S -- T -- U -- V -- W -- Y -- Z -- About the Authors. 330 $aHow does a company constantly win more business than its rivals? A key factor is the ability to create proposals that outshine those from even the strongest competitors. Powerful Proposals helps businesses maximize the selling power of their proposals, with proven strategies for going beyond "this is what we do" documents in favor of customer-centered offers that highlight the tangible benefits your company offers. This powerful process offers tools and techniques that will let any firm: * assess their "winner or loser" proposal status and take proactive steps to become a winner * address the ""Big Four"" questions that a proposal must answer to be successful * create "A+" proposals in less time with less wasted effort via a simple, repeatable process * neutralize the issue of price when the firm is not the low-price provider Powerful Proposals takes readers step by step through designing executive summaries, writing themes, and generating the text. There is also valuable information on strategy, graphics, callouts, and other visual elements. 517 3 $aHow to give your buisness the winning edge. 606 $aBusiness writing 606 $aProposal writing in business 615 0$aBusiness writing. 615 0$aProposal writing in business. 676 $a658.4/53 700 $aPugh$b David G$g(David George),$f1944-$01795395 701 $aBacon$b Terry R$01795394 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910970011103321 996 $aPowerful proposals$94340711 997 $aUNINA