Technical Communication, 11th Edition

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Presentation transcript:

Technical Communication, 11th Edition Chapter 23 Proposals Technical Communication, 11th Edition John M. Lannon

Connect with Your Audience Spell out the problem and its causes clearly and convincingly. Point out the benefits of solving the problem. Offer a realistic, cost-effective solution. Address anticipated objections to your solution. Induce readers to act.

The Proposal Process Client X needs a service or a product Firms A, B, and C propose a plan for meeting the need Client X awards the job to the firm offering the best proposal

Proposal Review Criteria Understands the client’s needs Clarity and feasibility of the plan Quality of the project’s organization and management Ability to complete the job by deadline Ability to control costs Firm’s experience and record on similar projects Qualifications of staff

Proposal Types Proposals are classified according to origin, audience, and purpose They are either solicited or unsolicited They are internal or external Based on audience needs, there are planning proposals, research proposals, and sales proposals

Proposal Types Planning Proposal Research Proposal Sales Proposal Offers solutions to a problem or suggestions for improvement Research Proposal Requests approval or funding for some type of study Sales Proposal A marketing tool that offers a service or product

Elements of a Persuasive Proposal A forecasting title Clear understanding of the audience’s needs A clear focus on benefits Honest and supportable claims Appropriate detail Readability

Elements of a Persuasive Proposal Convincing language Appropriate visuals Accessible page design Supplements tailored for a diverse audience Proper citation of sources and contributors

Model for a Proposal Introduction Plan Conclusion Works Cited

Any Questions? For additional help reviewing this chapter, please visit the Companion Website for your text at http://www.ablongman.com/lannon.