chapter # five Business proposal compiled By: Tayyab Talash

business proposal A proposal: is a description of the work you will complete on a project. Details included in a proposal depend on the project's scope and who will read the document. business proposal A business proposal is a written document sent to a prospective client in order to obtain a specific job. Proposals may be solicited or unsolicited. compiled By: Tayyab Talash

Solicited Proposal A solicited proposal is usually a response to a published requirement, most of the time this is done in writing. Usually, requirements are contained in RFP/Request for Proposal, RFB/Request for Bid or in an RFQ/Request for Quote. RFP’s are normally issued by customers and this shows a detailed requirement of what customers want. They are normally issued during those times wherein the customer’s needs are no longer met. compiled By: Tayyab Talash

A) sponsor “asks” for proposals A) sponsor “asks” for proposals. In solicited proposal the sponsored proposals are the proposals which are asked by others to be taken and want to help the organization of a group of people. B) Competitive? Whenever, various companies are there to get one project, in that case the company is submitting Solicited Proposal. compiled By: Tayyab Talash

C)Fixed deadlines, content C)Fixed deadlines, content. Whenever, a fixed deadline is given for a project, that this project must be completed within this time, for that purpose the Solicited Project is made. Most of the time when ever we see that the project has got its specific time duration and specific amount to be spent on the project. compiled By: Tayyab Talash

What is Request For Proposals, RFP? A request for proposal (RFP) is basically a publication of detailed requirements by a buyer in order to receive vendor offerings. compiled By: Tayyab Talash

Unsolicited Proposal An unsolicited proposal, as what its name implies, is a response to any buyer’s need. Most of the times, this type of proposal is being used to advertise a new product. They come in brochures or leaflets. Usually, these proposals have indirect connection to what customers need; thus, as said above, the proposal is just used to introduce the product. compiled By: Tayyab Talash

Unsolicited proposal (A) May be non-competitive Unsolicited proposal (A) May be non-competitive. Unsolicited Project may not have any competitors. Whenever, you don’t have any competitors, the design and project requirement changes. In that case we make the unsolicited proposal (B) Proposer-initiated (C) Brief (few pages) technical description (D) No budget, but may include Rough Order cost estimate compiled By: Tayyab Talash

The proposal document usually has the following structure: Title page Letter of transmittal Table of contents Executive summary Introduction Bidder’s qualification Approach Methodology Cost proposal Appendix compiled By: Tayyab Talash

Title Page. This part typically includes your name and the name of your company, the name of the person or company to whom the proposal is submitted, and the date of submission. compiled By: Tayyab Talash

2. Letter of transmittal A transmittal or cover letter accompanies a larger item, usually a document. The transmittal letter provides the recipient with a specific context in which to place the larger document and simultaneously gives the sender a permanent record of having sent the material. compiled By: Tayyab Talash

Sample letter of transmittal On behalf of DOE Company, I am pleased to present you with the enclosed proposal. I am certain you will find the information in line with your needs. The proposal covers the key points we discussed: *(list points) DOE Company is a full-service manufacturing company dedicated to quality products and superior customer service. Thank you for the opportunity to serve you. We look forward to meeting with you again after you have reviewed the proposal. compiled By: Tayyab Talash

3. Table of Contents. While usually not necessary for shorter proposals, these are sometimes used for complex formal proposals. In cases where different departments of the client will separately review parts of the document, the table of contents is a helpful means of rapidly guiding the reader to such topics as, In a building project Electrical, Structural, Heating & Cooling In a project to organize a festival Food Services, Music, Entertainment, Transportation Services compiled By: Tayyab Talash

4. Executive Summary. An executive summary, sometimes known as a management summary, is a short document or section of a document, produced for business purposes, that summarizes a longer report or proposal or a group of related reports in such a way that readers can rapidly become acquainted with a large body of material without having to read it all. It usually contains a brief statement of the problem or proposal covered in the major document, background information, concise analysis and main conclusions. compiled By: Tayyab Talash

5. Introduction Purpose Do not think that the reader of your proposal will be the same person who sent you a request for a proposal. Staff members often give the proposal an initial reading, actually doing some screening before sending the proposal along, which is why you should write the introduction as if you were approaching a non-specialist. compiled By: Tayyab Talash

B. Statement of the Problem/Issue/Job B. Statement of the Problem/Issue/Job. This section repeats, in a rephrased manner, the client's objectives and goals as interpreted by the bidder. Including this restatement of the issue is valuable in showing the client that the bidder understands the issue correctly. compiled By: Tayyab Talash

C. Scope Be precise about the scope of a project when dealing with a foreign country of company. If your proposal is for service or equipment you are selling, in what areas will it serve the prospective buyer? compiled By: Tayyab Talash

D. Project Team Even in short reports some proposals include a listing of the individuals who will work on the project, including project director. In long proposals such information is must, including a brief via on each individual. compiled By: Tayyab Talash

6. Bidder's Qualifications 6. Bidder's Qualifications. The section presents documentation why this bidder should be chosen on the basis of qualifications, past history, and successful accomplishment of similar jobs in the past. compiled By: Tayyab Talash

7. Approach. In this section the bidder summarizes his or her proposed approach to solving the client's problem or carrying out the necessary task. The proposed approach is often the key to winning the job—if the price is right—because it shows unique means, modes of thought, or techniques, why they will solve the problem, and why they are superior to alternatives. The section need not be detailed. Details are left to the Methodology. But it presents the strategic elements of the proposal and argues in their favor. compiled By: Tayyab Talash

8. Methodology This section develops in some detail how the Approach will be carried out. Level of detail should be just sufficient to convey to the client convincingly what will happen without becoming entangled in minutiae. compiled By: Tayyab Talash

9. Cost Proposal Payment Schedules, and Legal Matters 9. Cost Proposal Payment Schedules, and Legal Matters. The bidder concludes by presenting the price in as much detail as required in the RFP. It is always wise to specifically pin-point when the bidder expects to obtain partial payments as the work proceeds. If legal matters are involved, they can be placed here. If they are lengthy, they may merit a section of their own. compiled By: Tayyab Talash

10. Appendixes Some reviewers of proposals leave reading of appendixes to the last if they read them at all. Additional bulk may to the reader represent additional padding, and could produce a negative reaction. Certainly, visuals such as maps or graphs and some pertinent letters of support and endorsement can be added. But when in doubt, leave out. compiled By: Tayyab Talash