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Copy of Business Proposals

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doha embaby

on 12 March 2014

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Transcript of Copy of Business Proposals

Business Proposals
Proposal
—a communication designed to persuade a business decision maker to adopt a plan, approve a project, choose a product or service, or supply funding.
8.1 How do I use ACE to prepare an effective proposal?

8.2 How do I make a proposal persuasive?

8.3 What types of business proposals should I be prepared to write?

8.4 How do I structure and format a formal proposal?
8.1 How do I use ACE to prepare an effective proposal?
Purpose:
What
need
does the proposal meet and how will it meet that need?

Context:
How formal and how persuasive must the proposal be?

Is the proposal external or internal?

Is the proposal solicited or unsolicited?

Proposals may be solicited by an RFP (request for proposal), a formal invitation to submit a proposal

Is the proposal noncompetitive or competitive?
To determine content needs, consider:

Requirements
If the proposal is solicited, the audience will explicitly state requirements.

If

it is unsolicited, you will need to determine requirements.

Benefits
Describe how the audience will benefit from the proposal.

Potential objections
Identify

possible objections the audience may have.
What is the best medium?
Internal proposals are often sent by email.

External proposals are formatted as letters or formal reports.

What content must be included?
Statement of the problem or opportunity

The specific proposal

Reasons for supporting it

Implementation plans and costs
How should content be organized?
Executive summary
Attention-grabbing introduction
Body—distinct sections with informative headlines
References—list of sources
Appendices—supplemental information

What word choices will be most effective?
Use active voice and appropriate tense:
Future tense for what’s being proposed
Present tense for capabilities
Past tense for past experience
Evaluate proposals using this checklist:
Is the introduction
clear
and does it present a convincing need?
Is the proposed solution a good way to meet the need?
Does the proposal stress
audience requirements and benefits
?
Will the audience be convinced that you are qualified and your proposal is feasible?
Does the proposal include sufficient details?
Does the
call to action
ask for agreement and request a response?
Is the format easy to read, with prominent headings and key points?
Is the language clear, concise, and professional-sounding?
Did you proofread?
A
C
E

8.2 How do I make a proposal persuasive?
Articulate the problem, need, or opportunity.

Identify the outcomes and benefits.

Present a compelling recommendation.

Provide persuasive supporting details.

Request action.
Remember these 5 steps:
Builds your credibility

Convinces the audience to pay attention

Sets up the final recommendation
How will the audience benefit by solving this problem or taking advantage of the opportunity?

How will the audience benefit by accepting this specific proposal?
Present a compelling and clear recommendation, not just a description of a product or service.

Show how it meets the proposal’s requirements.
Present implementation plans, including dates, costs, and deliverables—the items that you will be delivering.

Demonstrate that you have the qualifications, facilities, time, staff, and expertise to complete the project.
Ask for agreement.

Request a meeting or telephone call.

Include an acceptance sheet for your audience to sign.
8.3 What types of business proposals should I be prepared to write?
An action proposal
Makes a business case that the recommended course of action is good for an organization and makes business sense.
Discusses benefits, costs, risks, and implementation plans.
A solicited sales proposal
Makes a persuasive case that the proposed products or services will meet the audience’s needs and benefit the audience.
May also act as a sales contract, identifying exact deliverables, cost, time frame, and circumstances.
An unsolicited sales proposal
Functions like a targeted marketing letter.
Aims to generate interest and encourage further discussion.
A grant proposal
Requests funding from external sources such as government agencies or charitable foundations.
Must show you meet the funding criteria of the agency or foundation.
Must include all the information required by the agency or foundation.
May be prepared as a formal report, letter, or online submission.
8.4 How do I structure and format a formal proposal?
Structuring & Formatting a Formal Proposal
AGENDA 3/28

CH 8 Lecture
Example
APA style
In Conclusion:

All proposals are persuasive and share four elements:
Demonstrate an understanding of a problem, need, or opportunity

Propose a solution that solves the problem, meets the need, or takes advantage of the opportunity

Help the audience see meaningful benefits from implementing the proposal

Instill confidence that the idea is feasible and, if applicable, you are qualified to implement the idea
Full transcript