埃森哲《Fundamentals of Proposal Writing》10页.pptVIP

?2001 Accenture. All Rights Reserved. Fundamentals of Proposal Writing Once you decide to write a proposal you need to analyze the writing situation, design the proposal and then write it. What is the objective? What is the subject? Who is the audience? First, determine what is the objective of the proposal. Simply raise awareness and discuss a topic To sell an idea or project To record agreement on work to be done To present a work plan Other… Next, analyze your audience. How much do your readers know about this type of project? How much do they want or need to know? How close a working relationship should you outline? How much control will they want? How worried are they about costs? How do they see the relationship with your group? Any issues too sensitive to mention directly? You’ll need to choose a format and decide on length and level of detail. Options Most proposals contain key elements that demonstrate your understanding of the problem and how you would go about solving it. Note: You may choose to discuss costs separately, once you sell your idea and its benefits. It’s important to demonstrate to the prospect that you clearly understand their business situation. Further, that you are familiar with the situation and can offer insights even at this point. Background/situation should only include what is essential to understand the situation. Need to understand how prospect came to have problem/question Should tell the reader in story form what he already knows or can be expected to know and remind him of the question this document will answer Generally, keep as short as possible The beginning is crucial to get the reader’s attention and to show your insight into the situation * VB4089s * Analyzing the Writing Situation Designing the Proposal Writing It Contents Analyze the writing situation 1 Design the proposal 2 What should you put in? What order should it be in? How should it look? Write it 3 What can you do to be heard? Can beginnings and e