Proposals

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© Croposds ore worhetiag tools thot sell pour others © 0 persvesive dou thot ‏وتان وی ا يه ان بان ی ین زظ‎ ۳ ‏تا از تس رز ریا ناج‎ ‏تست بجاو با اسب یا بو رب وی سم رین‎ how the oowpettica > Olresses unique qudPicuivas oP pour orysotzaiog ty de the job or ‏هه‎ Danae ‏مي معاي لين يسام سيق یی از‎ )فس صن ذاه يجهر0) لحت سودت 0-1۳۳ بات 

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©» ‏وا‎ Orrsus (Extercrat < ‏جوا‎ ‎۶ Oswaly ‏خام اس تمه و اه تست‎ ‏دجم جر‎ Olu be exer ‏روا ی وی سس‎ ‏و دا ول رقطوسری له ایو ره‎ 5 ‏بوعومجد هذا محادي ج35‎ * add cew Pootites: > @xtercrt a ‏این زورون روف لس‎ ۶ ‏اب نا سوت يدو‎ pres ‎Orton oP Permucae Propo‏ عد 1-۲ - 9 سا 

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© Solicited Propose > espod to a request > Odvertised ۰: ‏ای و رتور بان زاس بو‎ <eheed ‏برسي لمن راجت‎ © 9 ‏[قكلن”] ناسنا سقس ةعاس ةس سقيس خأ سحا سبي‎ > Oevypicied propos * lows unter tp speck y 9 proposed schira to he ceed ۰ ‏اس مرن‎ Request Por Proposds (RPC) Prow poteciad paramere! ‏و و اوه لت ماو‎ Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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© Ousviicited Proposds > ‏نمی‎ a ceed ced propose to wert it > 4oiticted by tke proposdt writer > Oore dP Picul io write thao svlvited proposal * Darget ‏:شوه با ادا اس یه‎ * ‏م۲‎ a ceed exists ۶ Dhol the respouse ts work he tee ood wrcey required > @reporey ood preseoticgy ‏وی‎ requires exceptiocrat persuasive shits Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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> better proposds © Orites ‏وه امه نا و‎ Sees ‏او وه من مس و‎ < ‏رسممبای)‎ proposds / Onin re aE TT ‏لجووج‎ ‎5 Day be ether ‏ری اوه و این‎ Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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© ‏من‎ oP Proposds > Detaled propose ‏سب لیب سس سا‎ oo Oecd ‏و ما مین موی‎ ‏سس سل سل‎ » Ord © Oca army ‏لین مرت‎ oh aot the hee phew ۶ Ba ‏موه‎ Por experts to expla their ‏اجه تاهج‎ expericwe, deta he servires they cam provide, cen gue Roce ‏یی تا و و‎ Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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© Corer Phe Oil/Dv Bid Oevision > Oost icoportoct uspect of the photog process > Gores REC or IPO to devide P pou should cowpete Por the job © Qpes pow Pew weel the quiPiodiows? = eae Deora mares ‏اس‎ ‎"bow ull tobiey the work ‏وصمجد ”اما‎ pour stoPP's worktood?- ۰ (۷ ‏یل‎ this ‏امه رام‎ pour reputation? ‏و‎ ما مر و ام عاا ان صطس ‎Optercoiar the tot‏ > Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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© Crestiiog a vapture phat > @x conic placciag domed prepared Por ictercdt use > Gosures the oreciiva oP o wicsiecy propos > Aavolves vorePul plocoiag io review ul variables that wight oPPect the propos > Gotals cooductiog a custower oss ‏عاص راومه اند‎ Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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© Condudt ‏عصراوه سممصی و‎ > Problew ‏تنعل‎ ‏ی‎ ‎< ‏اوه علجو()‎ * Excavice REP or IPO to Pauly ‏موی‎ ustower weeds > Oustower's previous procurewed backyoud ۶ ‏ورین یاو موه و تسوپ تووخ‎ > Proposdl evolvator ۰ Ose Pore bst oP oterta to be used to the evolvatioa os a chevhtst ST Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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© Cocdunt u ‏نادمه امد‎ > Cowpritor ondpsis * (Coow the streaghs oad weckwsses oP he cowpetticn > Aotercral ocalysis * Oko we pou ‏له سره موی‎ vexpurinwe ti this speod'e Pehl? * @ukl va or sell pour cowpauy's reputdtiza > Dhewe developwedt و ما و و موه بط جر بو ‎Pew‏ و ‎Qevebp‏ ۶ ‎beter thom ever you ebse's‏ Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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۱ 0 Gohuiod cod Gtroteqies > Decksicd ‏رو‎ ‎Ce a * Do cowtee reader thot svbuiva best weets his ceeds > Ovenge wed siroespy ۳:9 ‏ا‎ Ca > Oost siraieqy or vost etic © Qlws rear tb wsess P powpay vad Pod ‏روت ی‎ ripened ۶: ‏بو او روت و رین‎ ‏اس‎ 2 Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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©» Budgetiog oad Gohedutagy the Proposal (BPRot > Prepare x propos vost budyet > Prepore u proposd schedule > @roposd warner wouitors ood cools posts > Ose Goat chart to uid it schedule > Gckedaule ol proposcl untivities to weet crust ‏للم‎ > Gchedubog Forces pow to be ‏ال‎ Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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©» Odddiioga Types oP Proposes > Prooweweu proposd * Requested by qovercnvest eutiies ۶ Grate who qudifes to uberis proposd, what Porat should tae ‏لعي‎ cabs ‏ره اوه ماه‎ " ‏ماه( اص(‎ RPP vr IPO dreviows exariy > Brest propos © Osed by woproht ‏بل" مات ما سرام‎ © Orcprotzaiva ust ‏هه وتا سر‎ © Preset a plas Por obtotctay ackdioord Pucca ta ie Patan Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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0 جه<) امجمم۷<) 9 حلص وروی < "eter of tracecrital, the pong, tobke oF octets > Cxevuiive sew ۳ / شنت راتس من امه بط واه رال ۶ أ و سس لب ‎poste‏ ‏ای لس > ‎ty he stuaiog pr cause of the probkew‏ لوق ۰ ‎ber propel‏ يقي اب ‎epee‏ Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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© Proposd Porwuts > Deed or probles stotewerat Ca ‏تس‎ > Devkoiod svluica or wethodology Veeck hepa * @revedt scluicg ocd prove that itis the best uhercatve > Oucagewed proPies " otroduce the ferdvidual or teacy who wil eoplesve st svhuiiod; describe: leaned eras ke ‏ات‎ * Orsorbe ukvicistraive wethods; sell coxppooy stireayhs Chopier © - De Phrntory ood Orta of Peraneie Proposds 

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او و هی ایوس او رو له ماه ‎be‏ له بو ۶ اه و سم مس سل« ار سا مسر ۰ ‎Brokat propood ia hyht oP RPC or IPO to‏ > وی ‎ee‏ ‎Dehveriag the propos‏ © لمعيس ال مایب ‎Geswe ww‏ 22 ‎Oe prepared ty woke on ord presectaioa, P cevessary‏ > Chopier © - De Phrntory ood Orta of Peraneie Proposds 

Proposals   Proposals are marketing tools that sell your others A persuasive document that      1 ideas to Communicates what you plan to do or offer Explains how you will implement what you propose Convinces potential customer that you can better meet his or her needs than the competition Stresses unique qualifications of your organization to do the job or provide goods or services Often stands alone in selling your solution or services Chapter 8 - The Planning and Writing of Persuasive Proposals Classification of Proposals  Internal  Versus External Internal  Usually directed at a specific level of within your organization  Can be simple or time-consuming and lengthy  Has the potential to radically change the organization    management Reorganize the company Build new facilities External  A marketing tool aimed at current or prospective customers  More common than internal proposals 2 Chapter 8 - The Planning and Writing of Persuasive Proposals Classification of Proposals  Solicited   Proposals Respond to a request Advertised  Requested when desired product or service can be defined concisely and quantitatively  Suppliers learn of requirements in Invitation for Bids (IFB)  Negotiated proposal  Allows writer to specify a proposed solution to the need  Originates with Request for Proposals (RFP) from potential customer; explains need and seeks responses 3 Chapter 8 - The Planning and Writing of Persuasive Proposals Classification of Proposals  Unsolicited    Proposals Identify a need and propose to meet it Initiated by the proposal writer More difficult to write than solicited proposal  Target audience must first be convinced:    4 That a need exists That the response is worth the time and money required Preparing and presenting generally requires exceptional persuasive skills Chapter 8 - The Planning and Writing of Persuasive Proposals Classification of Proposals  Forms  of Proposals Letter proposals  Written for projects that aren’t complex; brief  Used to present qualification or commercial  proposals Preliminary proposals  Used in service areas such as public accounting or advertising  May be either qualification or commercial proposals 5 Chapter 8 - The Planning and Writing of Persuasive Proposals Classification of Proposals  Forms  of Proposals Detailed proposals  Longest and most complex  Usually commercial proposals that contain plans and cost estimates  precise Oral  Can accompany written qualifications but should not take their place  An opportunity for experts to explain their areas of knowledge and experience, detail the services they can provide, and give immediate feedback to questions 6 Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Planning Process  Screening:   The Bid/No Bid Decision Most important aspect of the planning process Screen RFP or IFB to decide if you should compete for the job  Does your firm meet the qualifications?  Is your company capable of doing the work?  How will taking the work influence your staff’s workload?  Will taking this job enhance your reputation?  What are your chances of winning?  7 Determine the total value of the project to your firm Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Planning Process  Creating     8 a capture plan An analytical planning document prepared for internal use Ensures the creation of a winning proposal Involves careful planning to review all variables that might affect the proposal Entails conducting a customer analysis and a situational analysis Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Planning Process  Conduct  a customer analysis Problem identification  Meet with contracting agent and ask questions  Needs analysis  Examine RFP or IFB to fully understand customer needs  Customer’s previous procurement background  Conduct research to determine customer’s buying behavior  Proposal evaluator  Use formal list of criteria to be used in the evaluation as a checklist for your proposal 9 Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Planning Process  Conduct  a situational analysis Competitor analysis  Know the strengths and weaknesses of the competition  Internal analysis  What are your company’s strengths and experience in this specific field?  Build on or sell your company’s reputation  previous Theme development  Develop a few major themes that communicate that your ideas are better than everyone else’s 1 Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Planning Process  Formulating  a Solution and Strategies Technical strategy  Explains the solution and how it will be implemented  To convince reader that solution best meets his needs  Management strategy  Establishes your company’s ability to carry out solution  Cost strategy or cost estimate  Allows reader to assess if company can afford products or services proposed  Allows reader to determine if your offering is priced 11 Chapter 8 - The Planning and Writing of Persuasive Proposals competitively The Proposal Planning Process  Budgeting       1 and Scheduling the Proposal Effort Prepare a proposal cost budget Prepare a proposal schedule Proposal manager monitors and controls costs Use Gantt chart to aid in scheduling Schedule all proposal activities to meet crucial deadlines Scheduling forces you to be organized! Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Writing Process  The  Writing Process Be persuasive  Use a hook or attention-getting device  Back up your statements with facts and statistics  Write effectively  Clear, concise, attractive and free of errors  Organize writing for maximum clarity and effect  Use graphic appeal  Pay attention to the layout of your proposal  Use appropriate graphics to illustrate and clarify 1 Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Writing Process  Additional  Types of Proposals Procurement proposal  Requested by government entities  State who qualifies to submit a proposal, what form it should take and what information should appear  Must follow RFP or IFB directions exactly  Grant proposal  Used by nonprofit organizations to obtain funding  Organization must prove its nonprofit status  Present a plan for obtaining additional funding in the future 1 Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Writing Process  Proposal  Formats Cover materials  letter of transmittal, title page, table of contents  Executive summary  Briefly states the need or problem, solution, and costs and resources required  Introductory materials  Background to the situation or cause of the problem  Purpose and goals of the proposal 1 Chapter 8 - The Planning and Writing of Persuasive Proposals plan, The Proposal Writing Process  Proposal  Formats Need or problem statement  State the problem concisely  Technical solution or methodology  Heart of the proposal  Present solution and prove that it is the best alternative  Management profiles  Introduce the individual or team who will implement solution; describe how you will organize the project  Describe administrative methods; sell company strengths 1 Chapter 8 - The Planning and Writing of Persuasive Proposals The Proposal Writing Process  Proposal  Formats Budget  Provide thorough breakdown of costs  List subcontractors, their qualifications, and costs  Conclusion and recommendations  Last chance to sell your solution  Summarize the problem and your solution   1 Bibliography (research resources) Appendices (resumes, letters of reference) Chapter 8 - The Planning and Writing of Persuasive Proposals Finishing Touches  Packaging  Professional appearance  Type should be clean and easy to read  Enclose external proposals in a binder  Evaluating the proposal   Delivering the proposal   1 Evaluate proposal in light of RFP or IFB to ensure that it is complete Be sure to submit correct number of copies Be prepared to make an oral presentation, if necessary Chapter 8 - The Planning and Writing of Persuasive Proposals