Writing a proposal requires seven steps Analyze your

Writing a proposal requires seven steps: • Analyze your audience. • Analyze your purpose. • Gather information about your subject. • Choose the appropriate type of proposal. • Draft the proposal. • Format the proposal. • Revise, edit, proofread, and submit the proposal. Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 1

Understand the logistics of proposals Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 2

Solicited and unsolicited proposals respond to different needs: • Solicited proposals are sent in response to an IFB (information for bid) or an RFP (request for proposals). • Unsolicited proposals are submitted by a prospective supplier who believes that the customer has a need for goods or services. Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 3

Proposals lead to two kinds of deliverables: • research • goods and services Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 4

A successful proposal is a persuasive argument • Show that you understand the readers’ needs. • Show that you have decided what you plan to do, and that you are able to do it. • Show that you are a professional, and that you are committed to fulfilling your promises. Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 5

When writing international proposals, follow these six suggestions: • Understand that what makes an argument persuasive can differ from one culture to another. • Budget enough time for translating. • Use simple graphics, with captions. • Write short sentences, using common vocabulary. • Use local conventions regarding punctuation, spelling, and mechanics. • Ask if the prospective customer will do a readthrough. Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 6

Follow these four guidelines in demonstrating your professionalism: • Provide your credentials and work history. • Provide your work schedule. • Describe your quality-control measures. • Include your budget. Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 7

Avoid these four common dishonest practices: • saying that certain qualified people will participate in the project, even though they will not • saying that the project will be finished by a certain date, even though it will not • saying that the deliverable will have certain characteristics, even though it will not • saying that the project will be completed under budget, even though it will not Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 8

There are three reasons to write honest proposals: • to avoid serious legal trouble stemming from breach-of-contract suits • to avoid acquiring a bad reputation, thus ruining your business • to do the right thing Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 9

To follow through on a proposal, you need three categories of resources: • personnel • facilities • equipment Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 10

A typical proposal includes six sections: • summary • introduction • proposed program • qualifications and experience • budget • appendices Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 11

An introduction answers seven questions: • What is the problem or opportunity? • What is the purpose of the proposal? • What is the background of the problem or opportunity? • What are your sources of information? • What is the scope of the proposal? • What is the organization of the proposal? • What are the key terms that you will use in the proposal? Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 12

Task schedules are presented in one of three formats: • table • bar chart or Gantt chart • network diagram Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 13

This is a task schedule as a table: Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 14

This is a task schedule as a bar chart: Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 15

This is a task schedule as a network diagram: Chapter 16. Writing Proposals © 2010 by Bedford/St. Martin's 16