Newly expanded and thoroughly revised to reflect and meet the demands of a high-velocity global business environment, the Fourth Edition of this popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative,practical, and easy to use. They help small and mid-sized businesses as well as non-profit organizations and public-sector agencies to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes. Among an extensive array of updates and new material, the fourth edition · Introduces storytelling as a proposal art, along with solution development; · Emphasizes the value of front-end proposal planning and storyboarding (including elevator speeches, annotated outlines, and pain tables); · Underlines the importance of focusing on the customer mission in proposals; · Significantly expands the discussion of performance-based acquisition (PBA) and the latest U.S. Government procurement reforms and what they mean for small businesses; and · Discusses the development of successful grant proposals for the first time in this volume. This edition contains one of the most complete, comprehensive, and fully integrated analyses of U.S. federal procurement reform from 1984 to 2004. In addition, you find numerous useful, up-to-the-minute resources for U.S. and overseas businesses that want to engage in international business and proposal development.

新扩展和彻底修订，以反映和满足一个高速的全球商业环境的要求，这本畅销书的第四版及其配套的CD-ROM是高度可访问的，自我包含的桌面参考开发的信息，实用，易于使用。它们帮助中小型企业、非营利组织和公共部门机构实现高效、有序的业务开发、提案开发和知识管理（KM）流程。在大量的更新和新材料中，第四版介绍了讲故事作为一种提议艺术，以及解决方案开发强调前端提案规划和故事板的价值（包括电梯演讲、注释提纲和疼痛表）强调在提案中注重客户使命的重要性显著扩大了对基于绩效的收购（PBA）和最新美国政府采购改革的讨论，以及这些改革对小企业的意义；并在本卷中首次讨论了成功的拨款建议的发展。本版包含对1984年至2004年美国联邦采购改革最完整、最全面、最全面的分析之一。此外，您还可以找到许多有用的最新资源，供希望从事国际业务和提案开发的美国和海外企业使用。