如何撰写好的项目建议书（英语版）.pptxVIP

Drafting Winning Proposals Why Have Proposals Become So Important? Consultative selling methodologiesIncreasing complexity of goods and servicesDesire to sell highNeed to sell to teams or committeesIncreasing use of consultants, especially for RFPs Selling in Today’s EnvironmentTeam decision processIntense cost pressuresMandate for provable positive business impactStronger competitorsCompetition for mind- share of decision makersFear 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 madethe longer the decision cycle will bethe greater the perception of risk the deeper the analysis of impact and value and the better the proposal has to be! What’s a Proposal?NOT a price quoteNOT a technical specNOT a bill of materialsNOT a company overview or historyThe proposal is a sales document--Its purpose is to move the sale toward closure. The Cicero Principle “If you wish to persuade me, you must think my thoughts, feel my feelings, and speak my words.” --Cicero What’s a Good One?Clear understanding of the client’s problems, needs, issuesA recommendation for a specific solutionEvidence you’re competent to deliver on-time and on budgetA compelling reason to choose your recommendation over any othersOne that wins! Why Are These Factors Critical?Because evaluators looks at proposals in terms of:Responsiveness: Am I getting what I need?Competence: Can they really do it?Cost factors: Does the pricing represent good value? The Trust Equation Use Your Proposal To Maintain and Create TrustRapportRiskCredibility1. Restate their needs2. Focus on their goals3. Avoid jargon4. Avoid cliches 5. Positive tone 1. References2. Case studies3. Team members4. Project plan5. Professionalism of your proposal 1. Warranties2. All of the rapport techniques3. All of the credibility builders Structure Is the KeyYour goal:Present the right informationPresent it in the right orderCreate th