1. Week 12 Proposals

2. Proposals are the kinds of documents that get you or your organization approved or hired to do a project.

3. Proposal A proposal seeks approval to do a project and supplies supporting information on the proposer’s qualifications. The proposal’s primary task is to land a contract or get approval.

4. Proposals Proposals may contain other elements—technical background, recommendations, results of surveys, information about feasibility, and so on. But what makes a proposal a proposal is that it asks the audience to approve, fund, or grant permission to do the proposed project.

5. Common Sections in Proposals Introduction Background Actual Proposal Statement Description of the Work Product Benefits and Feasibility of the Project Method or Approach Qualifications and References Schedule Costs Conclusion

6. © 2013 Pearson Canada Inc.Business Communication EssentialsChapter 11 - 6 Tips for Success “A good proposal reflects whether the writer has a clear idea of the project being proposed: why it is needed, why it is important, and how it will benefit the community.” -Sidney Sawyer, Manager, Community Programs, Vancity Community Foundation

7. Planning Proposals Business Communication Essentials© 2013 Pearson Canada Inc.Chapter 10 - 7 Internal proposals External proposals Solicited (direct approach) Unsolicited (indirect approach)

8. Proposals When writing a proposal, the content and length of the introduction, body, and close depend on the source of your proposal:  For unsolicited proposals, you have some latitude.  For solicited proposals, you are governed by the request for proposal.

9. Proposals Writing a proposal is similar to drafting persuasive sales messages:  Your proposal must sell the audience on your ideas, product, service, methods, and company.  You use the AIDA model (or something similar) to gain attention, build interest, create desire, and motivate action.

10. Proposals To strengthen your argument in a proposal, try to  Demonstrate your knowledge.  Provide concrete information and examples.  Research the competition.  Prove that your proposal is appropriate and feasible for your audience.  Relate your product, service, or personnel to the reader’s exact needs.  Package your proposal attractively.

11. Introduction The following topics are commonly covered in a proposal introduction:  Background or statement of the problem  Solution  Scope  Proposal organization (content outline)

12. Body The body of a proposal typically includes these sections:  Proposed solution  Benefits  Work plan  Statement of qualifications  Costs

13. Close The final section of a proposal  Summarizes the key points  Emphasizes the benefits that readers will realize from your solution  Summarizes the merits of your approach  Reemphasizes why you and your firm are a good choice  Asks for a decision from the client  Keep this section brief and use a confident, optimistic tone.

14. Format To help readers navigate your report, use three tools: 1. Headings 2. Transitions 3. Previews