Index for functions of solutions, 161­162 for oral proposals, 232­233 for processes of solutions, 162­163 packaging proposals, 224­229 paper-based proposals, 224­225 P / A / R structure, 178 passive voice, 99­100 past performance qualifications, see case studies personality type, 78­83 persuasion, 23­24, see also client-based persuasion; NOSE pattern persuasive writing, 29­30 Pink Team, 217 political goals, 51 positive value proposition strategies, 68 pragmatic personality type, 78, 80­81 presentations, see oral proposals price quotes, 4 primacy principle, 40­41, 100­101 printing, 200, 206­207 prioritizing, 53, 118­119 problems of clients, see needs of customers pro forma questions, 167 project management, 70 project plans, 4 prospect theory, 30­32 publicity, negative, 270­275 publishing, 206­207 279 qualifying opportunities, 185­194 and appropriate level of effort, 191­194 developing processes for, 189­191 importance of, 185­194 information needed for, 186­187 and no bid decisions, 193­194 sample scoring sheet for, 187­188 quality, maxim of, 23 quals, see case studies quantification of value, 66 quantity, maxim of, 23 questions, 46, 240, see also RFP questions rapport, 39, 238­239 rate of return, estimating, 62­64 readability, 213­216, 226 recognition heuristic, 58­60 Red Team, 200, 217­219, 252 reductive processes, 266­267 references, former clients as, 35 reframing, 272­273 rehearsals (oral proposals), 235­237 relation, maxim of, 23