Proposals
اسلاید 1: Chapter 8 - The Planning and Writing of Persuasive Proposals1ProposalsProposals are marketing tools that sell your ideas to othersA persuasive document thatCommunicates what you plan to do or offerExplains how you will implement what you proposeConvinces potential customer that you can better meet his or her needs than the competitionStresses unique qualifications of your organization to do the job or provide goods or servicesOften stands alone in selling your solution or services
اسلاید 2: Chapter 8 - The Planning and Writing of Persuasive Proposals2Classification of ProposalsInternal Versus ExternalInternalUsually directed at a specific level of management within your organizationCan be simple or time-consuming and lengthyHas the potential to radically change the organizationReorganize the companyBuild new facilitiesExternalA marketing tool aimed at current or prospective customersMore common than internal proposals
اسلاید 3: Chapter 8 - The Planning and Writing of Persuasive Proposals3Classification of ProposalsSolicited ProposalsRespond to a requestAdvertisedRequested when desired product or service can be defined concisely and quantitativelySuppliers learn of requirements in Invitation for Bids (IFB)Negotiated proposalAllows writer to specify a proposed solution to the needOriginates with Request for Proposals (RFP) from potential customer; explains need and seeks responses
اسلاید 4: Chapter 8 - The Planning and Writing of Persuasive Proposals4Classification of ProposalsUnsolicited ProposalsIdentify a need and propose to meet itInitiated by the proposal writerMore difficult to write than solicited proposalTarget audience must first be convinced: That a need existsThat the response is worth the time and money requiredPreparing and presenting generally requires exceptional persuasive skills
اسلاید 5: Chapter 8 - The Planning and Writing of Persuasive Proposals5Classification of ProposalsForms of ProposalsLetter proposalsWritten for projects that aren’t complex; briefUsed to present qualification or commercial proposalsPreliminary proposalsUsed in service areas such as public accounting or advertisingMay be either qualification or commercial proposals
اسلاید 6: Chapter 8 - The Planning and Writing of Persuasive Proposals6Classification of ProposalsForms of ProposalsDetailed proposalsLongest and most complexUsually commercial proposals that contain precise plans and cost estimatesOralCan accompany written qualifications but should not take their placeAn opportunity for experts to explain their areas of knowledge and experience, detail the services they can provide, and give immediate feedback to questions
اسلاید 7: Chapter 8 - The Planning and Writing of Persuasive Proposals7The Proposal Planning ProcessScreening: The Bid/No Bid DecisionMost important aspect of the planning processScreen RFP or IFB to decide if you should compete for the jobDoes 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?Determine the total value of the project to your firm
اسلاید 8: Chapter 8 - The Planning and Writing of Persuasive Proposals8The Proposal Planning ProcessCreating a capture planAn analytical planning document prepared for internal useEnsures the creation of a winning proposalInvolves careful planning to review all variables that might affect the proposalEntails conducting a customer analysis and a situational analysis
اسلاید 9: Chapter 8 - The Planning and Writing of Persuasive Proposals9The Proposal Planning ProcessConduct a customer analysisProblem identificationMeet with contracting agent and ask questions Needs analysisExamine RFP or IFB to fully understand customer needsCustomer’s previous procurement backgroundConduct research to determine customer’s buying behaviorProposal evaluatorUse formal list of criteria to be used in the evaluation as a checklist for your proposal
اسلاید 10: Chapter 8 - The Planning and Writing of Persuasive Proposals10The Proposal Planning ProcessConduct a situational analysisCompetitor analysisKnow the strengths and weaknesses of the competitionInternal analysisWhat are your company’s strengths and previous experience in this specific field?Build on or sell your company’s reputationTheme developmentDevelop a few major themes that communicate that your ideas are better than everyone else’s
اسلاید 11: Chapter 8 - The Planning and Writing of Persuasive Proposals11The Proposal Planning ProcessFormulating a Solution and StrategiesTechnical strategyExplains the solution and how it will be implementedTo convince reader that solution best meets his needsManagement strategyEstablishes your company’s ability to carry out solutionCost strategy or cost estimateAllows reader to assess if company can afford products or services proposedAllows reader to determine if your offering is competitively priced
اسلاید 12: Chapter 8 - The Planning and Writing of Persuasive Proposals12The Proposal Planning ProcessBudgeting and Scheduling the Proposal EffortPrepare a proposal cost budget Prepare a proposal scheduleProposal manager monitors and controls costsUse Gantt chart to aid in schedulingSchedule all proposal activities to meet crucial deadlinesScheduling forces you to be organized!
اسلاید 13: Chapter 8 - The Planning and Writing of Persuasive Proposals13The Proposal Writing ProcessThe Writing ProcessBe persuasiveUse a hook or attention-getting deviceBack up your statements with facts and statisticsWrite effectivelyClear, concise, attractive and free of errorsOrganize writing for maximum clarity and effectUse graphic appealPay attention to the layout of your proposalUse appropriate graphics to illustrate and clarify
اسلاید 14: Chapter 8 - The Planning and Writing of Persuasive Proposals14The Proposal Writing ProcessAdditional Types of ProposalsProcurement proposalRequested by government entitiesState who qualifies to submit a proposal, what form it should take and what information should appear Must follow RFP or IFB directions exactlyGrant proposalUsed by nonprofit organizations to obtain fundingOrganization must prove its nonprofit statusPresent a plan for obtaining additional funding in the future
اسلاید 15: Chapter 8 - The Planning and Writing of Persuasive Proposals15The Proposal Writing Process Proposal FormatsCover materials letter of transmittal, title page, table of contentsExecutive summaryBriefly states the need or problem, solution, plan, and costs and resources requiredIntroductory materialsBackground to the situation or cause of the problemPurpose and goals of the proposal
اسلاید 16: Chapter 8 - The Planning and Writing of Persuasive Proposals16The Proposal Writing ProcessProposal FormatsNeed or problem statementState the problem conciselyTechnical solution or methodologyHeart of the proposalPresent solution and prove that it is the best alternativeManagement profilesIntroduce the individual or team who will implement solution; describe how you will organize the projectDescribe administrative methods; sell company strengths
اسلاید 17: Chapter 8 - The Planning and Writing of Persuasive Proposals17The Proposal Writing ProcessProposal FormatsBudgetProvide thorough breakdown of costsList subcontractors, their qualifications, and costsConclusion and recommendationsLast chance to sell your solutionSummarize the problem and your solutionBibliography (research resources) Appendices (resumes, letters of reference)
اسلاید 18: Chapter 8 - The Planning and Writing of Persuasive Proposals18Finishing TouchesPackagingProfessional appearanceType should be clean and easy to readEnclose external proposals in a binderEvaluating the proposalEvaluate proposal in light of RFP or IFB to ensure that it is completeDelivering the proposalBe sure to submit correct number of copiesBe prepared to make an oral presentation, if necessary
نقد و بررسی ها
هیچ نظری برای این پاورپوینت نوشته نشده است.