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Proposal Guidelines
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Proposal Guidelines



Proposal Guidelines

Proposal Guidelines



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Proposal Guidelines Proposal Guidelines Presentation Transcript

  • Proposal Guidelines
  • Proposal is nothing less than a contractual document detailing the solution for the defined requirement……give it the importance it deserves!
  • Before you start working on a Proposal
    Make a WBS- listing the name of stakeholders, their responsibilities, deadlines, their ph numbers and mail id
    Make necessary arrangements for version control, especially the pricing part (adhere to naming conventions)
    Decide on the proposal format/ template
    View slide
  • What should a proposal contain?
    Executive Summary..a must
    Understanding of the requirement
    Scope/ Out of scope
    Proposal Revisit criteria
    Project Management- Timelines/ Deliverables and Organization structure
    Assumptions- Technical/ non technical
    Expectations from the customer
    View slide
  • How may pages?
    A proposal should not exceed 25- 30 pages!
    If you have more info, bundle it into annexure
    Point to the annexure wherever applicable
    Use diagrammatic representation
    Excessive English usage, a strict NO!
  • Executive Summary- 1 page
    Start with thanking the customer
    Mention that you believe you can provide the solution for the customer requirement leveraging your expertise
    Write your solution in 2- 3 lines, say using MVC architecture or something…
    Timelines and cost- This is the crux and will decide if the customer will read the subsequent pages
    Value ADD/ Cost saving- This is a deciding factor too
    Why you?- also include 1 line case of similar solution developed for other customer, point to detailed case study in the annexure
  • Solution- 2- 3 pages
    If you want to sustain interest in this section, give a diagrammatic representation
    In case the solution is developed by 3-4 individuals, combine it into 1 solution
    Most of the time, the teams try to copy and paste the solution from earlier similar proposals, make sure there are no goof ups and the solution provided is for the said solution only
  • Timelines and project org.
    Here again, use MPP or Excel to define the timelines, this is much easy to comprehend
    Map the deliverables against the timelines
    Make the suggested Org chart in Visio/ Power point and then paste it
    Describe the important roles and responsibilities
    It would be good to attach 1 or 2 strong technical resumes
  • Commercials
    Use the scientific estimation techniques
    Be ready with the answer to “what is your basis of estimation”
    In case you are planning to suggest innovative business model, vet it with the finance team
    Make sure your deal value has the required margin
    Keep the cost break up ready, just in case the customer asks
  • Other sections
    The revisit criteria should contain 3-4 lines on when the proposal would be revisited- change in scope/ dependency etc.
    Segregate the internal and the customer dependency
    Sometimes, the scope of one team might be out of scope for the other team, just be cautious
    Separate the technical and the business assumptions
    Customize the case studies
  • When in doubt, ask!
    Less time for a quality proposal? ask for extension
    Unclear requirements? ask for clarification
    Does the RFP point to some other document? Ask for it
  • Check before submission
    Draft the proposal atleast 6 hours before the submission (its tough…but make this a practice)
    Get the required approvals from the finance team
    Make sure there are no errors in pricing
    Get 2 rounds of review done
    Format, check for spelling mistakes
  • Thank you!Shripriya.subramanian@gmail.comAlso view my presentation on presales- http://tinyurl.com/yzanvqf