Business Proposals and Business Plans. What is a Business Proposal Persuasive written report offering To provide a service To provide a service To sell.

Business Proposals and Business Proposals and Business Plans Business Plans

What is a Business ProposalWhat is a Business Proposal

Persuasive written report offeringPersuasive written report offering To provide a serviceTo provide a service To sell a productTo sell a product To find a solution to a problem or needTo find a solution to a problem or need

Two types:Two types: SolicitedSolicited formal proposal formal proposal Unsolicited Unsolicited formal proposalformal proposal

Business ProposalBusiness Proposal

They range from casual, one-page memos They range from casual, one-page memos to multiple-volume, lengthy reports that are to multiple-volume, lengthy reports that are hundreds of pages long.  hundreds of pages long.  

ProposalsProposals

Solicited -Solicited - Sent to Sent to funderfunder in response to in response to requestrequest

Funder –Funder – agency, business, foundation agency, business, foundation that finances projectsthat finances projects

RFP –RFP – requestrequest for proposal for proposal RFI –RFI – requestrequest for information for information CFP –CFP – commercial commercial requestrequest for proposal for proposalUnsolicited -Unsolicited - Sent without request or Sent without request or invitationinvitation

Proposal ChecklistProposal Checklist

What do I propose to do? What do I propose to do?

Can I do it? Can I do it?

How do I propose to do it? How do I propose to do it?

Is this possible or feasible? Is this possible or feasible?

What evidence can I introduce to What evidence can I introduce to demonstrate that what I propose to do will demonstrate that what I propose to do will actually get the desired results? actually get the desired results?

Proposal ChecklistProposal Checklist

How much will it cost me to do the task?How much will it cost me to do the task?

How much shall I charge to perform the task? How much shall I charge to perform the task?

What evidence must I show to convince the What evidence must I show to convince the reader that this cost is acceptable? reader that this cost is acceptable?

Is my time schedule appropriate? Is my time schedule appropriate?

•What evidence can I use to convince my reader that my way is the best way to obtain the desired results?

•How can I show my ability to do what I propose to do?

Proposal ChecklistProposal Checklist

Characteristics of a ProposalCharacteristics of a Proposal

Proposals deal with the future Proposals deal with the future

Proposals must convince the reader that Proposals must convince the reader that there is a problem there is a problem

Proposals must convince the reader that the Proposals must convince the reader that the writer is the best person to fix the problem writer is the best person to fix the problem

Proposals are often legally binding offers Proposals are often legally binding offers

To Convince the Reader To Convince the Reader

Proposals must be persuasive. Proposals must be persuasive.

Proposals must convince your reader Proposals must convince your reader that they will get benefits from your that they will get benefits from your proposal.proposal.

Proposals must show that you are Proposals must show that you are

capable of fulfilling your promisecapable of fulfilling your promise

The Opening ParagraphThe Opening Paragraph

Convince the reader that there is a Convince the reader that there is a problem at the beginning of the problem at the beginning of the proposalproposal

Convince the reader that the solutions Convince the reader that the solutions you are proposing is urgently neededyou are proposing is urgently needed

The Body ParagraphsThe Body Paragraphs

Should suggest a practical solution to the Should suggest a practical solution to the problemproblem

Describe the solution in detailDescribe the solution in detail

Explain the approach you will adopt Explain the approach you will adopt

Tell about the expertise, qualifications and Tell about the expertise, qualifications and the personal you will use.the personal you will use.

Describe the equipment you will useDescribe the equipment you will use

Give the cost breakdown Give the cost breakdown

The Closing ParagraphThe Closing Paragraph

Reconfirm that the proposal will solve the Reconfirm that the proposal will solve the problemproblem

Repeat that you have confidence that you Repeat that you have confidence that you can carry out the plancan carry out the plan

Discussion of the plan could be face to Discussion of the plan could be face to face with the readerface with the reader

Additional information could be given Additional information could be given

EXTERNAL BUSINESS EXTERNAL BUSINESS PROPOSALSPROPOSALS

External ProposalsExternal Proposals

Vary in length and formatVary in length and formatMore formal manuscriptMore formal manuscriptSame components as a formal reportSame components as a formal reportVery persuasive documentVery persuasive documentProvide details of your credentialsProvide details of your credentialsUsually has supplementary parts Usually has supplementary parts Occasionally contain an appendixOccasionally contain an appendix

Copy of the RFP and Letter of Copy of the RFP and Letter of Transmittal Transmittal

Request for proposalRequest for proposal Letter or memo issued by a company or Letter or memo issued by a company or

government agency that invites competing government agency that invites competing companies to bid for a jobcompanies to bid for a job

Large companies and government agencies Large companies and government agencies may have more than one circulating may have more than one circulating

Letter of transmittal – sometimes called the Letter of transmittal – sometimes called the cover letter.cover letter.

The Opening ParagraphThe Opening Paragraph

Refer to the RFPRefer to the RFP

Tell why you are submitting the Tell why you are submitting the proposalproposal

Proposals must convince the reader Proposals must convince the reader that there is a problem that there is a problem

Proposals must convince the reader Proposals must convince the reader that the writer is the best person to fix that the writer is the best person to fix the problem the problem

The Body ParagraphsThe Body Paragraphs

Describe what you are offeringDescribe what you are offering

Focus on the strengths of products or Focus on the strengths of products or service service

Disclose enough information to convince Disclose enough information to convince the clientthe client

Describe how you will carry out the workDescribe how you will carry out the work

Give dates when portions will be finishedGive dates when portions will be finished

Methods and resources you will useMethods and resources you will use

BodyBody

Provide information about the people in charge of Provide information about the people in charge of implementing the work planimplementing the work plan Supporting staffSupporting staff Credentials, expertise, and qualificationsCredentials, expertise, and qualifications

Budget Most importantBudget Most important Uses more numbers than wordsUses more numbers than words Can get the proposal accepted or rejectedCan get the proposal accepted or rejected Budget carefully Budget carefully provide the information as accurately as possible.provide the information as accurately as possible. Breakdown the costs in detail Breakdown the costs in detail

The Closing ParagraphThe Closing Paragraph

Last chance to persuade Last chance to persuade

Review what you have saidReview what you have said

Restate the merits of the proposal brieflyRestate the merits of the proposal briefly

Stress your company’s strong pointsStress your company’s strong points

Emphasize the benefitsEmphasize the benefits

Sound assertive, assuring and confidentSound assertive, assuring and confident

Poor Business ProposalsPoor Business ProposalsToo little information - Submitting just a company Too little information - Submitting just a company

brochure with a price quote.brochure with a price quote.* Poor writing - Pleasing to look at, but, after the first * Poor writing - Pleasing to look at, but, after the first

read-through, boring to read. read-through, boring to read. * Lack of marketing focus - Trying to be everything to * Lack of marketing focus - Trying to be everything to

everyone, but being nothing to no one.everyone, but being nothing to no one.* Too general and self-centered - Focusing on the * Too general and self-centered - Focusing on the

company instead of addressing the prospect's needs company instead of addressing the prospect's needs and desires.and desires.

* Done too quickly - Offering trivial solutions and * Done too quickly - Offering trivial solutions and canned material instead of ideas that get results.canned material instead of ideas that get results.

* No "sell" - Presenting just information rather than a * No "sell" - Presenting just information rather than a persuasive argument for the company. persuasive argument for the company.

The EndThe End