To follow through on a proposal, you need three categories of resources: personnel facilities equipment Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 1 1

The logistics of proposals: Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 2 2

Solicited and unsolicited proposals respond to different needs: Solicited proposals are sent in response to an information for bid (IFB) or a request for proposal (RFP). Unsolicited proposals are submitted by a supplier who believes that the prospective customer has a need for goods or services. Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 3 3

Proposals lead to two kinds of deliverables: research goods and services Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 4 4

is a persuasive argument: A successful proposal is a persuasive argument: Show that you understand your readers’ needs. Show that you have determined 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 11. Writing Proposals © 2013 by Bedford/St. Martin's 5 5

Follow these six suggestions when writing international proposals: 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 read- through. Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 6 6

Follow these four guidelines to demonstrate your professionalism: Describe your credentials and work history. Provide your work schedule. Describe your quality-control measures. Include your budget. Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 7 7

common dishonest practices: 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 11. Writing Proposals © 2013 by Bedford/St. Martin's 8 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 11. Writing Proposals © 2013 by Bedford/St. Martin's 9 9

A typical proposal includes six sections: summary introduction proposed program qualifications and experience budget appendixes Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 10 10

The introduction to a proposal should answer 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 key terms will you use in the proposal? Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 11 11

There are several techniques for evaluating completed work: quantitative evaluations qualitative evaluations formative evaluations summative evaluations Chapter 11. Writing Proposals © 2013 by Bedford/St. Martin's 12 12