EB Easy Business Services Ltd.. A Join Venture Company of GE and Acer We make your e-Biz easy....
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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
Page 2A Join Venture Company of GE and Acer
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
Page 3A Join Venture Company of GE and Acer
It is usually the best proposal,
not necessarily the best solution,
that wins the contract.
Page 4A Join Venture Company of GE and Acer
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?
Page 5A Join Venture Company of GE and Acer
Skills needed to writing winning Skills needed to writing winning proposalsproposals
Marketing and sales skills
Analytical and creative skills
Subject-matter expertise
Writing skills
Page 6A Join Venture Company of GE and Acer
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
Page 7A Join Venture Company of GE and Acer
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
Page 8A Join Venture Company of GE and Acer
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.
Page 9A Join Venture Company of GE and Acer
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
Page 10A Join Venture Company of GE and Acer
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
Page 11A Join Venture Company of GE and Acer
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.
Page 12A Join Venture Company of GE and Acer
Cost Implications of Program Cost Implications of Program DesignsDesigns
Acquisition or purchase cost
Operating cost
Maintenance cost
Page 13A Join Venture Company of GE and Acer
Methodology for Creative Methodology for Creative ThinkingThinking
Value Management
Personification:Project yourself into the problem
Why it can’t be done Analysis
Page 14A Join Venture Company of GE and Acer
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
Page 15A Join Venture Company of GE and Acer
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?
Page 16A Join Venture Company of GE and Acer
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
Page 17A Join Venture Company of GE and Acer
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
Page 18A Join Venture Company of GE and Acer
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
Page 19A Join Venture Company of GE and Acer
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
Page 20A Join Venture Company of GE and Acer
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.
Page 21A Join Venture Company of GE and Acer
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
Page 22A Join Venture Company of GE and Acer
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.
Page 23A Join Venture Company of GE and Acer
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
Page 24A Join Venture Company of GE and Acer
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”
Page 25A Join Venture Company of GE and Acer
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.
Page 26A Join Venture Company of GE and Acer
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?