ABSTRACT
Once again, my advice derives from my own hard, practical experience and is addressed to all those in professional services. There are three distinct situations that need to be isolated: (1) The credentials presentation, i.e. cold canvass (following successful prospecting as described in the previous chapter); and (2) The pitch for business, i.e. tendering (usually in response to a specific client brief and mostly in a competitive context). And then I will deal with (3) The written proposal document.
