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Claudia Eggers December 26, 2021 Proposal

As you move through your presentation, speak conversationally to those around you. Remember that you are not lecturing to a university class or speaking to a Rotary Club. Your presentation is a business process-even though you may be demonstrating your technical know-how-and you are endeavoring to win a contract or an assignment. It won`t be possible for you to perform as an expert-the person or company right for this job-unless you receive the go-ahead from your audience. Much more depends at this point upon your ability to express how you intend to apply your expertise than what that expertise actually is.

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Break up gray pages of solid type with bullets and lists that draw the reader`s eye to important points. Keep margins fairly wide (1½" is sufficient) to enable your audience to make notes. Number the pages so that you can easily direct your listeners to particular information.

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Every word processing system includes a spell checker; it is there to be used. But do not depend upon it exclusively; proofread your work before submitting it. The best way to do that is to allow the proposal to sit for a day or two and then to read it aloud. You might also want to ask an associate to go over it before you make your presentation.

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All is not lost, however. Obstructionists can be very useful during your presentation because they raise issues and objections that you can effectively respond to and neutralize-especially when you are prepared to do so. Without overplaying or pandering to a troublesome member of your audience, accept criticism appreciatively and graciously and build upon it, emphasizing the positive points you are presenting.

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When responding to an RFP, read the guidelines carefully and highlight each qualifying instruction. Make a list of the requirements and check off each one as you complete it. Do not include more information than is requested unless it is absolutely vital to your submission and you have included a full explanation in your cover letter. Likewise, if you are unable to complete all sections of the RFP, include a full explanation of why certain parts are missing. Submit your proposal in its complete and finished form; piecemeal submissions create bad impressions.

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It is to your distinct advantage to follow all the instructions that are available, especially if you must submit your proposal by mail and will not have the opportunity to make a personal presentation. Standard form RFPs enable reviewers to compare apples to apples and oranges to oranges. If a reader must hunt through your document in order to find a critical point, he or she may instead prefer to toss the document aside. After all, the reviewer may think, if this person ca not even follow our directions, how can we expect a satisfactory outcome from the project?

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