Pareto Principle (80/20 Rule),
164,
170
Pentagon contract, Joint Strike Fighter (JSF) program,
6–11,
17
Personal business development plan,
81,
177
Personality-driven syndrome,
170–171
Pharmaceutical industry (alignment model),
192
Preparation:
"being prepared not to be prepared,"
90–91,
157
Proposal document:
Deliver phase of sales process,
149–153
as instrument of confirmation,
149–151
as instrument of consideration,
151
writing tips:
enlisting cast of characters,
151
writing for the invisible decision maker,
151–152