- Conference Article
1
- 10.1109/ipcc.1989.102140
Executive summary: high visibility, high risk, high reward
- Oct 18, 1989
- M.B Goodman
The author explores the approach, processes, and skills needed to meet the challenges associated with creating an executive summary in the high stakes, stressful environment of a big ticket proposal. A proactive approach uses the executive summary as a directive at the start of the proposal effort to drive the team response; on delivery the document serves as a persuasive tool for marketing the program to decision makers. Key elements of the winning process include preproposal strategy; information gathering, integration of themes in technical, cost, and management sections; and postsubmission actions. It is noted that not everyone can write a winning executive summary. Broad technical, management, program, and proposal experience should provide the talents and skills needed to sell a program through the executive summary. The high visibility of an executive summary attracts strong discussion, particularly at storyboard and draft reviews. Keeping its focus on the customer's needs poses a challenge for the proposal team during internal reviews.< <ETX xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink">></ETX>
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