1. Classification of Proposals
external or internal
solicited or unsolicited
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

2. Understanding the Process for Writing Proposals
Analyze your audience.
Analyze your purpose.
Gather information about your subject.
Choose the appropriate type of proposal.
Draft the proposal.
Format the proposal.
Revise, edit, proofread, and submit the proposal.
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

3. The Logistics of Proposals
External proposals are submitted to another organization.
Internal proposals are submitted to the writer’s own organization.
External proposals may be solicited or unsolicited.
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

4. Solicited and Unsolicited Proposals
Solicited proposals are sent in response to an IFB (information for bid) or an RFP (request for proposals).
Unsolicited proposals are submitted by a prospective supplier who believes that the customer has a need for goods or services.
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

5. Major Categories of Deliverables
to perform research
to provide goods and services
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

6. A Successful Proposal is a Persuasive Argument
Show that you understand the readers' needs.
Show that you have decided 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 16. Writing Proposals © 2007 by Bedford/St. Martin's

7. Writing International Proposals
Be sure you have read and understood the proposal requirements.
Understand that persuasive messages may require more than just attention to the bottom line.
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

8. Guidelines for Demonstrating Your Professionalism in a Proposal
Provide your credentials and work history.
Provide your work schedule.
Describe your quality-control measures.
Include your budget.
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

9. Dishonest Proposal Techniques
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 16. Writing Proposals © 2007 by Bedford/St. Martin's

10. Reasons to Be Honest in Writing a Proposal
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 16. Writing Proposals © 2007 by Bedford/St. Martin's

11. Categories of Resources
personnel
facilities
equipment
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

12. Structure of a Proposal
summary
introduction
proposed program
qualifications and experience
budget
appendices
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

13. Questions to Answer in Introducing a Proposal
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 are the key terms that you will use in the proposal?
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's

14. Formats for Task Schedules
table
bar chart or Gantt chart
network diagram
Chapter 16. Writing Proposals © 2007 by Bedford/St. Martin's