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Then, focus on the expectations of those who will have the greatest in uence on the fate of your proposal: the rst and last readers In competitive sales, the rst reader is often an evaluator or recommender, not a nal decision maker The initial evaluations of proposals usually result in the creation of two piles Maybe and No If you don t satisfy the rst reader, you don t have a chance To your rst reader, compliance with the stated requirements for the proposal may be as important as other content Often, the rst reader is a veteran of reading proposals, knows every trick in the book, and gets little or no satisfaction from slogging through another round of proposals Brighten this reader s day by removing any doubt that your proposal matches the client s requirements.

Especially for long proposals, you might want to include a simple reference guide illustrating how each section of your proposal corresponds to those requirements The point is that without a fast and easy way for your rst reader to check compliance, the substance of your proposal will get a less thorough review, and it is much more likely to end up in the dreaded No pile It s certainly possible that your rst reader will be both an evaluator and a decision maker That simpli es things somewhat, but you still need to shift mental gears to include the latter perspective It s not enough to convince yourself that you ve covered all the bases in a proposal The last reader the decision maker must agree with you The last reader often looks at proposals only from the nalists, so the seller s quali cations are rarely in doubt.

This reader may focus primarily on your summary or overview, looking for a distillation of your superior understanding of the client s issues, an insightful approach to meeting the desired goals, and extraordinary people to work with..

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const PixelFormat PIXELFORMAT = PixelFormat.Format24bppRgb; protected Bitmap _bitmap = null; protected Random _random = null; protected Graphics _graphics = null; protected int _shapeWidth = 0; protected int _shapeHeight = 0; protected int _drawAreaWidth = 0; protected int _drawAreaHeight = 0; public Shape(Panel drawArea) { if (null == drawArea || drawArea.Width <= 0 || drawArea.Height <= 0) { throw new ArgumentException( "The draw area must be specified and valid", drawArea.ToString()); } _random = new Random((int)DateTime.Now.Ticks); _bitmap = new Bitmap(drawArea.ClientRectangle.Width, drawArea.ClientRectangle.Height, PIXELFORMAT); _graphics = Graphics.FromImage(_bitmap); _drawAreaWidth = drawArea.Width; public Bitmap Map { get { return _bitmap; } } public int ShapeWidth { get { return _shapeWidth; } } public int ShapeHeight { get { return _shapeHeight; } } protected int _RandomWidth { get { _shapeWidth = _random.Next(0, _drawAreaWidth); return _shapeWidth; } }