PROPOSALS

Definition

A proposal is a document that offers to sell a product , a service, or an idea.

It is a persuasive message –persuding someone to buy what you seek to sell

It is a formal document, which may be long or short, solicited or unsolicited

SHORT & LONG PROPOSALSShort proposals Authored by a single person

what informations/illustrations/diagrams/charts

How to present the proposal How to send the proposal Decided by him/her

It is simple in structure Have a clear focus Easy to manage Sell products in a well- defined territory

Long proposals It is a collaborative effort a group prepares All are to be updated and maintain

close contact It offers diversity of ideas Danger of losing focus

Format of a long proposal

Headings Simple, concise, clear Introduction

Assurance of your competence to execute job

Ability to do additional, usual work Key personnel handling the job Assurance of your constant availability

Customer’s needs Your understanding of the needs Anticipation of future problems Ability to go beyond the specified needs

Proposed plan Outlines of several plans; choose the best Proposal according to the RFP format Steps of the project in their proper order Financial implications Clarification about equipment and facilities Time frame, better in terms of working days Explanation of any differences in your time

frame and the one mentioned in the RFP

Your qualifiactions Types of projects completed by you Copies of letters of appreciation Qualifications and experience of the key

personnel who will handle the jobs General guidelines

Attractive persentaion Carry the proposal personaly Follow-up action

Unsolicited proposal

Is like a sales letter Is drafted on the AIDA formula Should be both informative and

attractive Enclosures includes details ; pictures;

charts; graphs Enclose a sample

Should be followed up by personal visits, if necessary

Solicited proposal

It is sent in response to RFP[REQUESTS FOR PROPOSAL]

Has to face stiff competition, so should be able to establish how it is better than others

Must be strictly in accordance with the instructions given in the RFP

Parts of a solicited proposal A letter of a transmittal letter It is a covering letter written in response to the RFP The proposal is sent as an enclosure

An executive summary It sets out the brief job you will do , giving a time

frame for each part of the of the body Body of the proposal The scope and nature of the

products/services offered Contractual terms and conditions Financial implications