Proposal

A document with an objective of

persuading a target audience
about an issue, product, or
process.
 Proposal: types

•Internal - within organizations.

•External - external agencies.

•Solicited - responding to a request for

proposal

•Unsolicited - without specific requests.

 Proposal types: examples
• The sales manager wants to make a pitch about
a new range of products to a prospective client.
E/U
• Your client has enquired about the new range of
equipment that you have launched. E/S
• New employees are joining and you need funds
to set up their workstations. I/U
• You want to convert your training material into
an e-learning course, and your manager has
asked you to submit a proposal. I/S
 Characteristics of a proposal
5Ws and 1H
• Why-Why will the receiver look at the proposal.
• Who-Who is responsible for the project or task?
• What-What is the task at hand?
• When-When will the project be completed?
• Where-Where will the project or task be
delivered?
• How-How will the work be done?
 Making a Proposal
• Background research
• Writing the proposal
• Proofreading the proposal
 Structure of the proposal
• Introduction
• Background of the problem
• Scope
• Analysis of the requirement
• Solution (approach, plan of work,
evaluation, cost)
• Closing
 Introduction, background of the
problem,scope
• Information about your organization/
department and the expertise, work done
in the related area, overview of the
contents.
• Understanding of the problem, convincing
the reader about your ability to solve the
problem.
• Definition of boundaries of the project
 Analysis of the requirement
• Understanding and presentation of the
need for the proposal.
 Solution
• Plan of action to achieve the objective
• plan of work
• schedule of work
• costs(break up,mode of payments etc.)
• Stress upon the benefits
• Statement of qualification(referrals from
your existing clients)
 Closing
• Explain merits in greater detail.
• Key points
• Summarise
• Why you/your organization are best for the
job.
 Request for Proposal (RFP)
• A request for proposal (RFP) is an
invitation for a (solicited) proposal from a
company looking for a specific service.

• Generally, all responses to RFPs have to

follow a standard set of guidelines.
Guidelines for responding to an
RFP
• Understand the problem and develop a strong solution.
• Prepare an outline of your response. Follow a format.
• Answer questions diligently and precisely. Clarify any
doubts.
• Have a cover letter.
• Response should be persuasive and compelling.
• Demonstrate your strengths and experiences.
• Be precise. Never be vague in your responses.
• Highlight why you should be selected.
• Make it error-free.