EB Easy Business Services Ltd.. A Join Venture Company of GE and Acer We make your e-Biz easy....

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EB Easy Business Services Ltd.. A Join Venture Company of GE and Acer We make your e-Biz easy. We make your e-Biz easy. Proposal Proposal Writing Writing

Transcript of EB Easy Business Services Ltd.. A Join Venture Company of GE and Acer We make your e-Biz easy....

EB Easy Business Services Ltd..A Join Venture Company of GE and Acer

We make your e-Biz We make your e-Biz easy.easy.

Proposal Proposal WritingWriting

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ANALYSESWOT ANALYSISSMART OBJECTIVESOutcomes definedDRUGS & POURS

ANALYSESWOT ANALYSISSMART OBJECTIVESOutcomes definedDRUGS & POURS

PLAN OF ACTIONFORCE-FIELD ANALYSISPROJECT MANAGEMENT

WHEELGROUP NORMS &

CHANGE MODEL

PLAN OF ACTIONFORCE-FIELD ANALYSISPROJECT MANAGEMENT

WHEELGROUP NORMS &

CHANGE MODEL

REVIEWMCKINSEYS 7 STRAFIC LIGHT

REVIEWMCKINSEYS 7 STRAFIC LIGHT

The Project Management CycleThe Project Management Cycle

CONSIDER OPTIONS5 M ANALYSIS5 Cs OF DECISION-

MAKINGGANTT CHATTSPERT DIAGRAMS

CONSIDER OPTIONS5 M ANALYSIS5 Cs OF DECISION-

MAKINGGANTT CHATTSPERT DIAGRAMS

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It is usually the best proposal,

not necessarily the best solution,

that wins the contract.

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Out Out LineLine

Skills needed to writing winning proposals

What does your client want to know?

The Basic Sources of Information

Requirements Must be Satisfied

Methodology for Creative thinking

The Major Strategies

Why Graphics

Criteria for Evaluating Proposal

Presentation Guides What Is “Bad” Writing?

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Skills needed to writing winning Skills needed to writing winning proposalsproposals

Marketing and sales skills

Analytical and creative skills

Subject-matter expertise

Writing skills

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Consulting Consulting SpecialtiesSpecialties

Marketing services

Interior design

Office system design

Computer systems specialist

Hypnotist

Speech coach

Publications specialist

Conference management

Investment advisor

Real estate appraiser

And yours?

Marketing services

Interior design

Office system design

Computer systems specialist

Hypnotist

Speech coach

Publications specialist

Conference management

Investment advisor

Real estate appraiser

And yours?

Maximize profits

Reduce risk

Stop smoking

Raise efficiency

Save money

Increase sales

Be in style

Gain personal prestige

Avoid making a mistake

Improve business image

Maximize profits

Reduce risk

Stop smoking

Raise efficiency

Save money

Increase sales

Be in style

Gain personal prestige

Avoid making a mistake

Improve business image

THE BUSINESS YOU ARE IN

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What does your client want to What does your client want to know?know?

Evidence of your clear understanding of the client’s problem

An approach and program plan or design that appears to the

client well suited to solving the problem and likely to produce the

results desired

Convincing evidence of your qualifications and capability for

carrying out the plan properly

Convincing evidence of your dependability as a consultant or

contractor

A compelling reason overall for the client to select you—a

winning strategy

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Requirements Must be SatisfiedRequirements Must be Satisfied

A persuasive demonstration that you fully understand and

appreciate the client’s need.

A believable promise of help that is appropriate to the client’s

perception of need.

Evidence that you can and will deliver that promised help.

Evidence that you are a dependable and trustworthy company.

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The Basic Sources of The Basic Sources of InformationInformation

The RFP itself

Conversation with the client

Other client materials, such as brochures and reports

Other readily available public information about the client

Your own experience, knowledge, and judgment

Your proposal library and files

Study/analysis of the requirement and related research

Special methods and sources

The online world: cyberspace

The ContentThe Content

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The Proposal The Proposal LibraryLibrary

Books

Periodicals

Special reports about your field, consulting, and proposal

writing

Your own past proposals

Your own brochures and other promotional literature

Copies of competitors’ proposal

Copies of competitors’s brochures and other promotional

literature

Swipe files

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The Major StrategiesThe Major Strategies

Some ExamplesSome Examples

Technical or program strategy

Cost Strategy

Competitive strategy

Presentation strategy

In marketing, as in war, strategy is a prime factor of success

and failure. And as in military matters, discriminating among

the many possible strategies and tactics to identify that one

most likely to effect success is much more art than science.

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Cost Implications of Program Cost Implications of Program DesignsDesigns

Acquisition or purchase cost

Operating cost

Maintenance cost

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Methodology for Creative Methodology for Creative ThinkingThinking

Value Management

Personification:Project yourself into the problem

Why it can’t be done Analysis

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What is Value ?What is Value ?

In VM we can deal with value as a relative term only,

without regard to its original idea, for the entire idea

of VM is to increase or improve value

VM does this by making beneficial changes to one

or more parameters of the item under study. The

parameters of value are cost and utility

V = U / C

V=value, U=utility, C=cost

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Reaching Function Reaching Function DefinitionsDefinitions

The Verb-Noun Rule

Functions must be defined or identified by only a verb and a

noun…The purpose is to enforce discipline and compel the

analyst to make firm, unequivocal, and objective decisions.

Otherwise, the definition of function is not at all useful.

Identification of the purpose of the item

What is the true purpose of the item?

Why does it exist?

Why has someone gone to the expense of creating or acquiring

the item?

What is the need that must be satisfied by the item?

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Accounting System as An ExampleAccounting System as An Example

The test is simple: Suppose there were no taxes to pay. Would you not

still have an accounting system?

Accounting is a management function and exists to aid management by

providing information necessary to make sensible management decision

The test is simple: Suppose there were no taxes to pay. Would you not

still have an accounting system?

Accounting is a management function and exists to aid management by

providing information necessary to make sensible management decision

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Two kinds of Secondary Two kinds of Secondary FunctionFunction

Supporting functions:

Necessary to and support the accomplishment of the main function

Additional functions:

…make no direct contributions to the main function

Recording and record keeping are secondary functions, but they are

also supporting functions

Recording and record keeping are secondary functions, but they are

also supporting functions

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Improve valueImprove value in the synthesis of better methods and better in the synthesis of better methods and better designsdesigns

Eliminate unnecessary, trivial, unneeded, redundant, and/or

noncontributing secondary functions

Improve efficiency/ effectiveness of main and support

functions

Reduce the number of steps required to carry out a function

Reduce the human effort –labor-required to perform a function

Automate functions and systems

You will be easy to find out:

Unnecessary frills

Reluctance to change

The need to be clever

The need to appear innovative

You will be easy to find out:

Unnecessary frills

Reluctance to change

The need to be clever

The need to appear innovative

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The Idea of The Idea of UtilityUtility

Utility,and it is to include the main function, with necessary support functions, if any, and those other characteristics, of quality and performance, referred to here

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Why Why Graphics?Graphics?

Pure efficiency:

In a great many cases a good illustration is simply more efficient and

more effective than words are in getting a message across

Less effort requires:

It requires less effort to absorb a concept or image presented

graphically than when the must read and translate words.

Greater Accuracy:

We all introduce our personal memories and biases into our

interpretations of what we read. Ergo, it is not surprising that each

reader’s interpretation of the meaning of any given textual passage

is somewhat different from any one else’s interpretation. A drawing

or photograph of an object, on the other hand, tends to be seen the

same by every reader.

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General Types of General Types of DrawingsDrawings

Pictorials

Bar charts

Flowcharts

Pie Charts

Networks

Plots

Milestone Charts

Logic trees

Organization charts

Matrixes

Block diagrams

Cartoons

Clip art

Tables

Graphs

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Presentation Presentation GuidesGuides

Dramatize and focus attention on your main sales strategy.

Capture the reader’s ( client’s ) attention.

Generate and sustain the client’s interest.

Make it easy for the client to read and understand everything

your proposal has to say.

Inspire respect for your professionalism.

Make your promise and proofs totally believable.

Make your appeals persuasive.

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Criteria for Evaluating Criteria for Evaluating ProposalProposal

Evaluation Items Point ValuesUnderstanding of requirement 10

Approach

Analysis 5

Viability 5

Success probability 5

Qualification

Staff 20

Organization 10

Management

Project organization 15

Method and procedures 20

Cost 10

Total 100

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What Is “Bad” What Is “Bad” Writing?Writing?

Lake of substance

Show little understanding of the problem

Lake of necessary detail

Do not know what are you talking about

Ignore what the client has requested

Not well organized

Spotty and inconsistent in coverage

Lake of commitment

If you cannot or will not make a serious commitment to the

proposal and all it requires, you are much better off to “no-

bid”

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Few Examples of Proposals Failing to Become Few Examples of Proposals Failing to Become WinnersWinners

The Aggressive/Defensive Proposal.

The Loud-Claims Proposal.

The “Me Too” Proposal.

“I’m Not Really Sure I Know What You Want “ Proposal.

The “What Ever It Is, I Will Do It” Proposal.

The Canned-Solution Proposal.

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夫未戰而廟算勝者,得算多也;未戰而廟算不勝者,得算少也。多算勝,少算不勝,而況于無算乎?

夫未戰而廟算勝者,得算多也;未戰而廟算不勝者,得算少也。多算勝,少算不勝,而況于無算乎?

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DiscussionDiscussion

人事行政局人事行政局

台北市民政局台北市民政局

台北市交通局台北市交通局

Acer B 計畫Acer B 計畫

MICEMICE

食品業 HUB食品業 HUB

資訊軟體人才培訓 資訊軟體人才培訓