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Sarah Neudorf October 15, 2021 Proposal

Similarly, if you encounter strong objections to the total cost, ask which parts of the proposal your audience thinks may be beyond its budget. Be prepared for some on-the-spot negotiations that will enable you to eliminate or make substitutions for items that are not deemed essential by your client or supervisor. Going into a proposal presentation without knowledge of alternatives is extremely disadvantageous for you and makes you appear unprepared.

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All proposals follow a basic structure: introduction, the recipient/client-oriented section, the description of proposed goods and/or services, and then the proposal writer/supplier-oriented section. The content of each section will vary from one proposal to the next, but this sequence of sections should stay the same.

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When the day arrives for your presentation, make sure that all the decision makers will be in attendance. Call ahead the day before and ask whether anyone will not be present. If you know their names, read the list to your primary contact. Because missing persons might later receive the actual attendees interpretation of the meeting in place of your carefully planned presentation, it is best to have everyone in the same room at the same time. If that does not seem to be feasible, ask to reschedule the presentation date until all concerned can attend. Ten o`clock in the morning is usually the most opportune time for an hour-and-a-half to two-hour meeting; Friday afternoon is the least favorable.

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Express costs in terms of value rather than simply stating them as prices. That is, mention that a particular component or service may seem expensive, but you have included it because it is the most cost effective course to take and will save money in the long run. By raising the issue yourself, you indicate your expertise and professionalism while deflating potential resistance.

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Requests for proposals (RFP). Although your firm or department over the years may have developed a format for preparation of bids and proposals, it is sometimes necessary that you adapt your design. Requests for proposals (RFP) issued by large corporations or governmental agencies often require that each proposal conform to their very specific formats.

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As you lay out your plan, try to keep in mind a couple of questions that your audience may not ask but will certainly be thinking: "What can we expect as a minimum outcome of your work?" and "What steps will you follow, and how will we know you (and we) are on target?"

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