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OUTLINE
 Need of a Proposal (why do we need a proposal?)
 Definition
 Types
 Elements of Winning Business Proposals
 Criteria for Proposals
 Writing Process
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
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Prewriting
Writing
Rewriting
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Need of a Proposal
 Proposals are a starting point for your Audience to
understand your ideas by identifying the key issues,
methods, sources of your plan to develop the project.
 A proposal will help you complete your project because
you have move ahead and made a plan.
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Definition and Types
Definition:


A written offer from a seller to a prospective buyer.
Business proposals are often a key step in the complex sales
process.
 Types:


Solicited and Unsolicited Business Proposals
External and Internal Proposals
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Solicited and Unsolicited Business
Proposal(cont. . .)
 Solicited Business Proposal

“Solicited” means “to be requested”.

When individual or organization completes a project, they’ll
request that interested parties bid for the project i.e. submit a
proposal because it was requested.
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Solicited and Unsolicited Business
Proposal
 Unsolicited Business Proposal

The one which is not requested.

At some point, your small business wants to do business with
larger company.

A well written business proposal can win the hearts and minds
of the targeted Audience.
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External And Internal Proposals
 Internal Proposal

A proposal for a party within the organization such as boss of
your company or government agency.
 External Proposal

A proposal written for an individual or organization outside
your organization.
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Example
 Unsolicited Business Proposal
 Solicited Business Proposal
 External Proposal
 Internal Proposal
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Elements of Winning Business
Proposals(cont. . .)
 Solutions
 Benefits
 Credibility
 Samples
 Targeted
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Elements of Winning Business
Proposals(cont. . .)
 Solutions


After you have written a lead paragraph on company’s needs
and problems, follow up with solid presentation of how your
business can provide them solutions.
The key here is to promise solutions you can deliver.
 Benefits


Your business proposal should clearly outline the company
benefits to be gained by doing business with you.
If your small business can meet tight deadlines, state it in your
benefit section.
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Elements of Winning Business
Proposals(cont. . .)
 Credibility

If you have worked with clients in the same field or have an
award winning business, then third party endorsements will
build credibility.
 Samples


A Business Proposal with samples and evidence of your ability
to deliver is vital to gaining the winning bid.
A small sample of your work can show your ability to do work.
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Elements of Winning Business
Proposals
 Targeted

A winning Proposal is all about communication.

Speak in a language spoken by your intended Audience.

For example, if your proposal evaluators are from Engineering
background, use appropriate jargon.
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Criteria for Proposals
 Basic Elements

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
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


Title Page
Cover Letter
Table of Content
List of illustration
Executive Summary
Introduction and Discussion
Conclusion
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Title Page for External Proposals
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Title Page for Internal Proposals
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Cover Letter(cont. . .)
 Your Cover Letter provides the reader an overview of
what is to follow. It tells reader:

Why Are you writing?

What you are writing about (subject of the proposal)

When the action should occur?

Why that day is important?
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Table of Content
 Different Readers have different area of interest.
 Help the reader the section of their interest.
 Table of Content should be Accurate.
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Table of Content (example)
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List of illustrations(cont. . .)
 If your proposal contain figures or tables you should
provide a List of illustrations.
 List should be Clear and Informative.
 Don’t waste your and reader’s time by providing a poor
list of illustration.
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List of illustrations(example)
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Abstract(or Executive Summary)
 Abstract is a brief overview of key points.
 Abstract should focus on the following:



The Problem necessitating your proposal.
Your suggested Solutions .
The Benefits.
 Avoid High tech terminology and Concepts.
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Introduction and Discussion
 Introduction should include two primary sections:


Purpose
Problem
 In Discussion section, you will sell your product,
service and suggested solution.
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Conclusion
 Sum up your proposal.
 Provide your reader a sense of Closure.
 Be, specified. State amount and percentages
 Can be made accessible through highlighting
techniques.
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Writing Process(cont. . .)
Prewriting
Writing
Rewriting
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Writing Process(cont. . .)
 Prewriting

Examine your purposes.

Determine your goals.

Consider your Audience

Gather Data

Determine how the content will be provided.
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Writing Process(cont. . .)
 Writing

Review your rewriting.

Organize the Data.

Write using Sufficing Techniques.

Format your writing according to the Criteria of Effective
Proposals.
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Writing Process
 Rewriting



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


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Add Missing details.
Delete Wordiness.
Avoid Biased Language
Simplify word usage.
Correct Errors.
Reformat your text for ease of access.
Enhance the Tone of your Proposal.
Review the Text.
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Sample Proposal
 A company named “Rocket Soft wares” build a
computer software. This company wants to do
business with a larger company. So this company
writes a proposal to that company.
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Title Page
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Cover Letter
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Table of Content
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Executive Summary
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Introduction
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Proposal
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Conclusion
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Thank You…..
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Business Proposals - Communication Skills