The book focuses on the special nature of winning significant business in competitive markets in pitches involving several formal stages.

Table of Contents

• Introduction
• Making a good start
• Planning a powerful response
• Putting persuasive proposals in writing
• Preparing a formal presentational pitch
• Making the presentation
• Follow-up action and the power of persistence
• Creating and maintaining a high strike rate
• Surviving in tough times
• Answers
• Further reading