How to make proposals

1. Business CommunicationBusiness Communication
PresentationPresentation
Topic: Purpose & Kind ofTopic: Purpose & Kind of
Proposals.Proposals.
Presented By: Syed Faraz Mehdi Rizvi
MBA-I

2. What are PROPOSALs?What are PROPOSALs?
And when we propose..And when we propose..
Propose:
An Act of making a proposition(suggestion), a
declaration, a plan, or a suggestion. For example,
an individual may propose or suggest a different course
of action than what was initially planned.
It Persuade the reader to do something, to accept your
written plan for completing a task. It matters little whether
your proposal is a memo or a full document.
Proposals: Are reports written to get products,
plans, or projects accepted by outside business or
government clients.

3. Proposal is defined as anProposal is defined as an agreementagreement between two or morebetween two or more
parties is constituted by a proposal and an acceptance of it.parties is constituted by a proposal and an acceptance of it.
Although the word 'proposal' is used in the Act, it probablyAlthough the word 'proposal' is used in the Act, it probably
bears the same meaning asbears the same meaning as 'offer''offer' in English law.A proposalin English law.A proposal
is made when one person signifies to another his willingnessis made when one person signifies to another his willingness
to do or to abstain from doing anything.to do or to abstain from doing anything.
Proposal as an Offer:

4. Before Proposing:Before Proposing:
A proposal is a description of the work you will complete on a project.
The details included in a proposal depend on the project's scope and who
will read the document. Typically, organizations advertise a need for
proposals and consulting to their need. For example as an engineer, you
may determine that a problem exists, and therefore, propose solutions to
an organization. In this case, you must first convince the agency that the
problem exists before proposing your solutions.

5. PURPOSE OF PROPOSALPURPOSE OF PROPOSAL
Proposal Describe problems and offer solutions to them.
The purpose in submitting a proposal is to offer a plan(s)
for solving a problem accepted and, in many cases, funded.
What is Aim?
To solve the problem(s) and convince the
requester by ensuring that such Proposal is all
according to its needs.

6. Where Proposals can be written ForWhere Proposals can be written For
Examples:Examples:
To sell property, such as airplanes, machine, buildings.
To construct parking structure, building, bridges, water system, etc.
To survey water areas for possible oil fields etc.
Above topics are large in scope, smaller projects are also made known to individual
and corporation:
•Preparing international managers for work in Asia.
•Planning and basic research before developing an automobile factory.
•Constructing—as a subcontractor—buildings as part of a large project.

7. Medium of Exchange.Medium of Exchange.
Money is the main medium of exchange, but some
firms also barter (offer their services or product for
another’s services or product)
What type of Document exactly Proposal is ?
A Technical Document?
A Marketing Document?
Or
A Sales Document?

8. The Proposal as a Marketing DocumentThe Proposal as a Marketing Document::
Marketing is pre-selling.Marketing is pre-selling. If we treat the proposal as a marketing tool, we’reIf we treat the proposal as a marketing tool, we’re
still trying to prime the client when they are past the stage where they need tostill trying to prime the client when they are past the stage where they need to
be primed. NowThey want to buy.be primed. NowThey want to buy.
“Marketing is the process of influencing the client in our direction.When we“Marketing is the process of influencing the client in our direction.When we
market the client, we are priming her for the sale. It does not include themarket the client, we are priming her for the sale. It does not include the
proposal.”proposal.”

9. Some people says that purpose of a proposal is to explain aSome people says that purpose of a proposal is to explain a technical solutiontechnical solution to ato a
client’s problem. if it is mainly a technical document, we will spin out all sorts ofclient’s problem. if it is mainly a technical document, we will spin out all sorts of
technical specifications and jargontechnical specifications and jargon—stuff that the—stuff that the clientclient is simply not interested inis simply not interested in
at this stage.We will focus on technical details without linking them to specificat this stage.We will focus on technical details without linking them to specific
needs the client has in wanting those details.And the document will likely read like aneeds the client has in wanting those details.And the document will likely read like a
technical reporttechnical report, which can be the kiss of death., which can be the kiss of death.
Technical Document:

10. ——aa sales documentsales document.And If you treat it as anything else, you risk not.And If you treat it as anything else, you risk not
achieving the objective of the proposalachieving the objective of the proposal, which is to convince the client, which is to convince the client
that they ought to award the contract to you. Or, in other words, tothat they ought to award the contract to you. Or, in other words, to
buy the product or service you are selling.buy the product or service you are selling.
SalesTool:
Our proposal is a sales tool. It’s where we present the strongest,
most compelling arguments for selecting our firm, in the form
of clear and direct benefits to the client. In our proposal we
present our solution to what we have learned over the
marketing phase about what the client needs and wants. In the
marketing phase we have tried to persuade the client that we
have the skills and the ability to bring them to bear on the job. In
the proposal we must make the sale.
What exactly a proposal
is?
Writing a winning proposal means that we use the right
tools at the right time for the right purpose. And when the
client is ready to buy, we need to be ready to sell.

11. Types of Proposals:Types of Proposals:
Internal Proposals:
External Proposals:
Solicited Proposals:
Unsolicited Proposals:

12. External Proposals:External Proposals:
Are written toAre written to audiences outsideaudiences outside of our own organization.of our own organization.
Are usually written in a format similar to aAre usually written in a format similar to a reportreport.Which May be.Which May be
preceded by an Executive Summary and a response to apreceded by an Executive Summary and a response to a RFPRFP(Request(Request
for Proposal)for Proposal) RFQRFQ( Request for Quotation( Request for Quotation or IFBor IFB(Invitation for Bid).(Invitation for Bid).
Proposals in response to RFPs are seldom less than 10 pages andProposals in response to RFPs are seldom less than 10 pages and
sometimes reach 1,000's of pages.sometimes reach 1,000's of pages.
Internal Proposals:
Are written within an organization to request or implement a
change. Usually as a request of policy changes or approval for funds and
submitted as Memos to superiors.

13. Solicited Proposals:
Are written in response to a request for a proposal. Are usually written
according to close specifications dictated by the audience.
Unsolicited Proposals:
Are initiated by the organization that is attempting to obtain change or
funding. These proposals are designed to convince the audience that
the change or funding is in the best interest of both parties.
Solicited or unsolicited submission by one party to supply (or buy)
certain goods or services to (or from) another. Unlike an offer, a
proposal is not a promise or commitment but, if accepted by the other
party, its proposer is expected to follow through and negotiate for the
creation of a binding contract. If submitted in response to a request for
proposals (RFP), it normally constitutes a bid.
•Proposals must be designed for perspective client for whom it is
prepared.
•Clear complete proposals help to establish us and our business as
professional organized & reliable.

14. KINDS OF PROPOSALSKINDS OF PROPOSALS
There are two kinds of proposals in Classification.
1)Research Proposals:
Simply put, a research proposal is usually academic
in nature.
2)Business Proposals:
A business proposals is a written proposal
presented from a vendor that is intended to elicit
business from a prospective buyer.

15. Research Proposals:Research Proposals:
•It’s usually academic in nature.
•Mostly Academic institutions submit research proposals.
•It Addresses a particular project:Academic or Scientific
Research.
•The forms & procedures are well defined by the field of
study.
•On the basis of research background significance, methods,
and reference.
•Research sponsors publish calls for research proposals,
specifying the topics into which they fund research and their
detailed format requirements.Those sponsors may
be governmental, nonprofit or business research foundations.

16. Business Proposals:Business Proposals:
•A business proposal is a written proposal presented from a vendor that
is intended to elicit business from a prospective buyer.
•It differ from a business plan.
•Business proposals vary in scale and intended audience.
•Business Proposals are designed to identify and target a specific market
and deliver custom solutions to the needs of buyers within that market.

17. Solicited Business Proposal:Solicited Business Proposal:
A corporation or government body is seeking a business to fulfill aA corporation or government body is seeking a business to fulfill a
project or complete a task and thereby, allows companies to bid for theproject or complete a task and thereby, allows companies to bid for the
project.An open bid is placed on the market with other companies competingproject.An open bid is placed on the market with other companies competing
for an interview spot.The winning candidate is offered the project.for an interview spot.The winning candidate is offered the project.
Unsolicited Business Proposal:Unsolicited Business Proposal:
At some point, our small business may want to do business with aAt some point, our small business may want to do business with a
larger company or forge a joint venture.A well-written business proposal canlarger company or forge a joint venture.A well-written business proposal can
win the hearts and minds of our target audience.win the hearts and minds of our target audience.
If we need to write a business proposal to win a bid, we will need to knowIf we need to write a business proposal to win a bid, we will need to know
the key winning elements of a successful proposal. Make sure that ourthe key winning elements of a successful proposal. Make sure that our
proposal stands out in the stack of competitor proposals.proposal stands out in the stack of competitor proposals.

18. If we need to write a business proposal to win a bid, we willIf we need to write a business proposal to win a bid, we will
need to know the key winning elements of a successful proposal.need to know the key winning elements of a successful proposal.
Make sure that our proposal stands out in the stack ofMake sure that our proposal stands out in the stack of
competitor proposals.competitor proposals.

19. The EndThe End