Table of Contents
ch. 1.150,000 customers --ch. 2.The facts, and unfacts, of government marketing --ch. 3.Jungle --ch. 4.Search for opportunity: prospecting in the jungle --ch. 5.Get help from the government to sell to the governemnt --ch. 6.Mechanisms of government procurement --ch. 7.How to prepare and submit your bid --ch. 8.How the govenment evaluates proposals --ch. 9.Introduction to proposalmanship --ch. 10.Step 1 in proposalmanship: analysis and understanding --ch. 11.Other intelligence-gathering --ch. 12. Technical/program strategies --ch. 13.Other strategic areas --ch. 14.Proposal-writing considerations --ch. 15.Proposal formats and packaging --ch. 16.Production and packaging the proposal --ch. 17.Special case of architects and engineers --ch. 18.Negotiations --ch. 19.Few final words and some useful information.