如何撰写好的项目建议书

DraftingWinningProposalsWhyHaveProposalsBecomeSoImportant?ConsultativesellingmethodologiesIncreasingcomplexityofgoodsandservicesDesiretosellhighNeedtoselltoteamsorcommitteesIncreasinguseofconsultants,especiallyforRFPsSellinginToday’sEnvironmentTeamdecisionprocessIntensecostpressuresMandateforprovablepositivebusinessimpactStrongercompetitorsCompetitionformind-shareofdecisionmakersFearofchangeHowBroadIstheImpact?Themorepervasivelyasolutiontouchestheenterprise...thehigheruptheorganizationalladderthedecisionwillbemadethelongerthedecisioncyclewillbethegreatertheperceptionofriskthedeepertheanalysisofimpactandvalueandthebettertheproposalhastobe!What’saProposal?NOTapricequoteNOTatechnicalspecNOTabillofmaterialsNOTacompanyovervieworhistoryTheproposalisasalesdocument--Itspurposeistomovethesaletowardclosure.TheCiceroPrinciple “Ifyouwishtopersuademe,youmustthinkmythoughts,feelmyfeelings,andspeakmywords.” --CiceroWhat’saGoodOne?Clearunderstanding

oftheclient’sproblems,needs,issuesArecommendationforaspecificsolutionEvidenceyou’recompetenttodeliveron-timeandonbudgetAcompellingreasontochooseyourrecommendationoveranyothersOnethatwins!WhyAreTheseFactorsCritical?Becauseevaluatorslooksatproposalsintermsof:Responsiveness:

AmIgettingwhatIneed?Competence:

Cantheyreallydoit?Costfactors:

Doesthepricingrepresentgoodvalue?TheTrustEquationUseYourProposalToMaintainandCreateTrustRapportRiskCredibility1.Restatetheirneeds2.Focusontheirgoals3.Avoidjargon4.Avoidcliches5.Positivetone1.References2.Casestudies3.Teammembers4.Projectplan5.Professionalismofyourproposal1.Warranties2.Alloftherapporttechniques3.AllofthecredibilitybuildersStructureIstheKeyYourgoal:PresenttherightinformationPresentitintherightorderCreatetherightimpressionUnfortunately,mostsalespeoplehateproposalwritingAndtheresultsusuallyreflectthatfact!Besides……whowantsagoodsalespersoninfrontofamonitorinsteadofaprospect!?TypicalMethodsofEscaping...DataDumpsCompanyHistoryCloningThe““SevenDeadlySins””Failtofocusontheclient’’sbusinessproblemsNopersuasivestructureDifficulttoreadbecausethey’’refullofjargonToolong,overlydetailed,tootechnical,disorganizedInconsistentinappearance,content,orpricingInaccurateorincompleteCredibilitykillers--misspellings,grammarmistakes,etc.TheProposalMustBeClient-CenteredFocusesoncustomer’’sneeds,goalsRecommendssolutionstobusinessproblemsAnalyzespayback,ROI,impactonbusinessIntegratesvalue-addedofferingsintostrategyFocusesonproduct,technology,companyhistory,etc.Describesproducts,featuresLine-itempricingNocontrollingstrategyClient-CenteredProduct-CenteredKeyContentAreasofWinningProposalsStrongBusinessCase:CoverletterTitlepageExecutivesummaryROISolutionsandSubstantiation:SolutionindetailPricingValue-addedcomponentsTeammembersSpecialDataandAppendicesNextstepsReferencesSuccessstoriesUniquenessfactorsPersuasiveStructure:FourSteps9、静夜四无邻邻，荒居旧业业贫。。2022/12/232022/12/23Friday,December23,202210、雨中黄叶树树，灯下白头头人。。2022/12/232022/12/232022/12/2312/23/202211:05:01PM11、以以我我独独沈沈久久，，愧愧君君相相见见频频。。。。2022/12/232022/12/232022/12/23Dec-2223-Dec-2212、故人江海海别，几度度隔山川。。。2022/12/232022/12/232022/12/23Friday,December23,202213、乍见翻翻疑梦，，相悲各各问年。。。2022/12/232022/12/232022/12/232022/12/2312/23/202214、他乡生白发发，旧国见青青山。。23十二月月20222022/12/232022/12/232022/12/2315、比不了得就就不比，得不不到的就不要要。。。十二月222022/12/232022/12/232022/12/2312/23/202216、行动动出成成果，，工作作出财财富。。。2022/12/232022/12/2323December202217、做前前，能能够环环视四四周；；做时时，你你只能能或者者最好好沿着着以脚脚为起起点的的射线线向前前。。。2022/12/232022/12/232022/12/232022/12/239、没有有失败败，只只有暂暂时停停止成成功！！。2022/12/232022/12/23Friday,December23,202210、很多事事情努力力了未必必有结果果，但是是不努力力却什么么改变也也没有。。。2022/12/232022/12/232022/12/2312/23/202211:05:01PM11、成功就是日日复一日那一一点点小小努努力的积累。。。2022/12/232022/12/232022/12/23Dec-2223-Dec-2212、世间成事事，不求其其绝对圆满满，留一份份不足，可可得无限完完美。。2022/12/232022/12/232022/12/23Friday,December23,202213、不不知知香香积积寺寺，，数数里里入入云云峰峰。。。。2022/12/232022/12/232022/12/232022/12/2312/23/202214、意志坚坚强的人人能把世世界放在在手中像像泥块一一样任意意揉捏。。23十十二月20222022/12/232022/12/232022/12/2315、楚塞塞三湘湘接，，荆门门九派派通。。。。。十二月月222022/12/232022/12/232022/12/2312/23/202216、少年十五五二十时，，步行夺得得胡马骑。。。2022/12/232022/12/2323December202217、空山新雨雨后，天气气晚来秋。。。2022/12/232022/12/232022/12/232022/12/239、杨柳散散和风，，青山澹澹吾虑。。。2022/12/232022/12/23Friday,December23,202210、阅读一切好好书如同和过过去最杰出的的人谈话。2022/12/232022/12/232022/12/2312/23/202211:05:01PM11、越越是是没没有有本本领领的的就就越越加加自自命命不不凡凡。。2022/12/232022/12/232022/12/23Dec-2223-Dec-2212、越是无无能的人人，越喜喜欢挑剔剔别人的的错儿。。2022/12/232022/12/232022/12/23Friday,December23,202213、知人者者智，自自知者明明。胜人人者有力力，自胜胜者强。。2022/12/232022/12/232022/12/232022/12/2312/23/202214、意志坚强强的人能把把世界放在在手中像泥泥块一样任任意揉捏。。23十二二月20222022/12/232022/12/232022/12/2315、最具挑战战性的挑战战莫过于提提升自我。。。十二月222022/12/232022/12/232022/12/2312/23/202216、业余生活要要有意义，不不要越轨。2022/12/2320