如何编写一份成功的投标技术方案书.pptVIP

What is a proposal? (Question to students.) In Korean encyclopedia, it is defined as …. SI industry defines “proposal “ as: A Sales Document describing how to provide the optimum value that best meets customer’s needs and expectations, thereby ensuring the success in a business Here, the key points are: The focus of a proposal is customers. (This is repeated twice. ) Proposal aims at providing “value”. Proposal aims at selling. A proposal is not a technical document or manual but the sales document to sell services. In a word, a proposal should be able to touch the most critical and problematic part of a customer. What is the role of a proposal? Persuade : Making a customer confident that it can succeed. Inform : Showing our latest top-notch technology Motivate : Motivating a customer to start the relevant business by presenting its validity. Even so, the success of a business does not solely depends on a proposal. Proposal does not win new business New business could be lost from the result of the bad proposal. Generally, a proposal should contain: Understanding of customer business The fact that we have the best solution The reason why our solution is excellent The plan to implement the solution Our experience in the relevant field. To do this, the followings are required. Full understanding of the customer business and the duties of related staffs there. Presenting the Good Business Reason ( why this business is necessary) to the decision makers, that is, the benefits the business bring about. The overall format, logical development, readability, and recognizability that can attract the attention of judges. Clear and simple sentences that can be easily understood. In conclusion, a good proposal should have the following features. Differentiate more benefit, more experienced, faster, more buying power Demonstration quality, professionalism, technological expertise Visualization Visualizing the intangible service into tangible service. Proposal procedur