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Heike Moeller January 13, 2022 Proposal

The rest of the story. Graphs, charts, line drawings, time lines, and other illustrations help convey information quickly and logically. Include them in your proposal in ways you think they would best clarify and complement the text, being careful not to separate them physically from the material to which they relate. That is, do not place illustrative items in the appendix because that encourages flipping pages back and forth as you are trying to present your case.

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Unplating the boiler. Many proposal writers pick up previously written standard wording-often called boilerplate-for portions of their proposals. There`s certainly nothing wrong with such a practice. It saves time and eliminates errors...or does it?

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Without reading the letter aloud, invite your audience to follow the text as you paraphrase and recap what the letter says. Ask for comments and either respond briefly to them or say that you will discuss their questions later as you reach those points in your presentation. Quickly jot down a note so that you do not forget to do so.

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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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Some proposal writers know their field forward, backward, and sideways but are unable to express themselves well in print. If that is your situation, ask for help in writing your proposal. It is always better to collaborate with a competent writer than to risk losing the assignment.

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If you choose to use a flip chart, PowerPoint, overhead or slide projector, VCR, computer screen, or some other demonstration aid, practice ahead of time so that your presentation proceeds smoothly. And, of course, check your equipment before the meeting to see that it is functioning properly. In the event you run into trouble with your display tools, do not take more than a minute or so trying to make corrections or you will lose your audience. Instead, be prepared to proceed without audio/visual assistance.

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