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Drafting Winning Proposals Why Have Proposals Bee So Important? ? Consultative selling methodologies ? Increasing plexity of goods and services ? Desire to sell high ? Need to sell to teams or mittees ? Increasing use of consultants, especially for RFPs Selling in Today’s Environment ? Team decision process ? Intense cost pressures ? Mandate for provable positive business impact ? Stronger petitors ? Competition for mind share of decision makers ? Fear of change How Broad Is the Impact? ? The more pervasively a solution touches the enterprise... ?the higher up the anizational ladder the decision will be made ?the longer the decision cycle will be ?the greater the pe