Introduction
Chapter 1: Business Vows
What They Can Do and What They Can’t Do
Their Place in Your Business Model
Why You Don’t Provide Proposals for Just Anyone
The Role of Conceptual Agreement
The Concept of Value (Not Time and Materials)
Chapter 2: Five Steps Toward Great Leaps
Determining the Economic Buyer
Developing Trusting Relationships
Establishing Outcome-Based Business Objectives
Establishing Metrics for Progress and Success
Chapter 3: Avoiding Gatekeepers, Intermediaries, and Goblins
Utilizing Mutual, Enlightened Self-Interest
Using Guile and Other Art Forms
Chapter 4: The Architecture of Successful Proposals
Chapter 5: One Dozen Golden Rules for Presenting Proposals
Counterintuitive: No Pitch or Promotion
To Be or Not to Be (In Person)
Chapter 6: Why Bad Things Happen to Good People Who Wait
What to Anticipate and How to Cope
Overcoming Last-Minute Objections
Overcoming Legitimate Obstacles
Creating a Signature (or Something Else)
Chapter 7: First, Let’s Kill All the Lawyers
Dealing With the Legal Department
How to Avoid the Legal Department
Effective and Ineffective Compromise
CHAPTER 8: THE DREADED RFP (REQUEST FOR PROPOSALS)
The Beauties of Being a Sole-Source Provider
How to Massage RFPs so That They Look Like You
How to Use Public Meetings for Leverage
CHAPTER 9: RETAINERS ARE TO PROJECTS AS MONTRACHET IS TO THUNDERBIRD
The Three Variables of a Retainer
The Need to Control Scope Creep and Scope Seep
How to Assertively Pursue Renewals
How to Stimulate More Retainers
Chapter 10: In the Unlikely Event You Need Oxygen
What to Do With Requests for Delays Based on Time and Money
How to Improve Your Proposals Constantly