3. Definition  A proposal is a document that offers to sell a product, a service, or an idea.  It is a persuasive message –persuding someone to buy what you seek to sell  It is a formal document, which may be long or short, solicited or unsolicited

4. SHORT & LONG PROPOSALS Short proposals  Authored by a single person  what informations/illustrations/diagrams/charts  How to present the proposal  How to send the proposal  Decided by him/her  It is simple in structure  Have a clear focus  Easy to manage  Sell products in a well- defined territory

5. Long proposals  It is a collaborative effort  a group prepares  All are to be updated and maintain close contact  It offers diversity of ideas  Danger of losing focus

6. Format of a long proposal  Headings  Simple, concise, clear  Introduction  Assurance of your competence to execute job  Ability to do additional, usual work  Key personnel handling the job  Assurance of your constant availability

7.  Customer’s needs  Your understanding of the needs  Anticipation of future problems  Ability to go beyond the specified needs  Proposed plan  Outlines of several plans; choose the best  Proposal according to the RFP format  Steps of the project in their proper order  Financial implications  Clarification about equipment and facilities  Time frame, better in terms of working days  Explanation of any differences in your time frame and the one mentioned in the RFP

8.  Your qualifiactions  Types of projects completed by you  Copies of letters of appreciation  Qualifications and experience of the key personnel who will handle the jobs  General guidelines  Attractive persentaion  Carry the proposal personaly  Follow-up action

9. Unsolicited proposal  Is like a sales letter  Is drafted on the AIDA formula  Should be both informative and attractive  Enclosures includes details ; pictures; charts; graphs  Enclose a sample  Should be followed up by personal visits, if necessary

10. Solicited proposal  It is sent in response to RFP[REQUESTS FOR PROPOSAL]  Has to face stiff competition, so should be able to establish how it is better than others  Must be strictly in accordance with the instructions given in the RFP

11. Parts of a solicited proposal  A letter of a transmittal letter  It is a covering letter written in response to the RFP  The proposal is sent as an enclosure  An executive summary  It sets out the brief job you will do, giving a time frame for each part of the of the body  Body of the proposal  The scope and nature of the products/services offered  Contractual terms and conditions  Financial implications