Sarah Neudorf August 29, 2021 Proposal
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.
Obstructions and distractions. It`s not unusual for differing opinions and disagreements-sometimes even confrontations-to surface during proposal presentations. Known or unknown to you may be someone in your audience who previously presented or sponsored a similar proposal that was rejected. There may be congenital naysayers who distrust innovation or change of any kind. There may be one or two persons who adopt a show-me! attitude and refuse to believe that an idea worth listening to could ever come from (pick one) an insider, outsider, field representative, corporate staff person, woman, man, engineer, marketing specialist, or...fill in the blank.
Unless every proposal that goes out of your office is carefully read before it leaves, there is the danger that gremlins will find their way into your document. Boilerplate that contains spaces for different insertions to be filled in as each new proposal is written is particularly accident prone. Failure to change just one ABC Widget Company before submitting a proposal to the XYZ Widget Company can destroy your entire presentation. Not only is it an embarrassing mark of carelessness, but it also may reveal far more about your business than you care to have known.
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?
Every project proposal contains at least some of these elements, though not necessarily in this order: cover letter, title page, table of contents, credentials and qualifications, statement of the problem and rationale for undertaking the job, goal(s) and supporting objectives, plan of operation, work or product measurement and evaluation, summary, cost, and appendices. How you organize, write, and deliver your proposal is essential to its success.
Lead, do not read. Do not read to your listeners what they have before them on the printed page and are perfectly capable of reading themselves. Instead, rephrase, paraphrase, and elaborate as you describe the text in terms of concepts, procedures, and strategy. Before beginning your presentation, mark up a copy of your proposal with comments and amplifications of important points. Be cautious, however, about expanding on a topic in such a way that you commit yourself to actions outside the scope of your proposal.
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