如何撰写好的项目建议书[17p].pptVIP

Why Have Proposals Become So Important? Consultative selling methodologies Increasing complexity of goods and services Desire to sell high Need to sell to teams or committees Increasing use of consultants, especially for RFPs Selling in Today’s Environment Team decision process Intense cost pressures Mandate for provable positive business impact Stronger competitors Competition for mind- share of decision makers Fear of change How Broad Is the Impact? The more pervasively a solution touches the enterprise... the higher up the organizational ladder the decision will be made the longer the dec