项目建议书的写法：Proposal Basics.ppt

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1、CreatingEffectiveProposalsProposalBasicsCONSULTINGTheBigPicture“Theobviousisobvious…onlyafterit’sobvious”WhatMakesaGoodProposal?IsdirectedtotherightaudienceOffersalow-risk,well-substantiatedsolutiontoareal(notalwaysstated)needIseasytounderstandShows(notclaims)c

2、ompetenceOffersdistinctbenefitsoverothersBetter,faster,cheaperImpressesevaluatorsProvidestangiblevalueWhatMakesaBadProposal?Hardtounderstand/hardtoscoreNotresponsiveandnon-compliantFailstodemonstratecompetenceSolvesthewrongproblemOffersanunprovenorriskysolutionN

3、otdifferentiatedfromthecompetitionClaimsarenotbelievableGrammaticalerrors/generalsloppinessWhyAreSoManyProposalsBad?TheyareproducedbycommitteesTheyareproducedunderpressureTheyshowananxietytowinTheproposalstaffisover-committedand/orpoorlypreparedThemessageisuncle

4、arorlackingKPMGdidnotlistentothecustomerKPMGlistenedtothewrongpeopleUnsubstantiatedclaimsAilmentsofProposalsMOTIONSICKNESS-jumpstooquicklyfrompointtopointandisdifficulttofollowSENILITY-thesameoldstuffAMNESIA-importantpointsomittedSTERILITY-ideasnotconceivedNARCI

5、SSISM-toomuchhornblowingSCARLETFEVER-excessiveuseofredGOITER-blownupinthewrongplacesCONSTIPATION-theremaybesomethinghere,butitsimplyrefusestocomeoutProposalsAnswer9BasicQuestionsWhoarewe?Whatareweselling?Whyarewesellingit?Howisitbetterthanthecompetition?Howarewe

6、goingtoexecuteit?Howarewegoingtomanageit?Whyarewequalifiedtodoit?Howmuchisourprice?Canwedoitwithincostandonschedule?SixBasicProposalPrinciplesYounevergetasecondchancetomakeafirstimpressionAgoodproposalwillnotalwayswin,butapooronewillalmostalwaysloseBus.Developme

7、ntisdoingyourhomework(studying);proposalsaretakingthetestProposalManagementiswheredemocracystopsEvaluatorsexpecttoseequalityreflectiveofthetimeallottedtopreparetheproposalWritetowin,ordon’tbeginTypicalOpportunityScenariosRequestforProposal(RFP)OpportunityfromPar

8、tner/BDM/Sr.ManagerNoRFPNoformalrequirementsstatementReadinganRFP:Whattolookfor?IstheSOWwhatwethought?Canwedothejob?Howmanydaystopreparetheproposal?Howmanysectionsare