Winning Business Proposals Module 6

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Step-by-step methodology for building winning business proposals - based up Deiric McCann's bestselling book 'Winning Business Proposals' (www.deiricmccann.com)

Business Technology

Module 6 | Structure and Outlining Winning Business Proposals

You Chat with Your Client... ,[object Object],[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

… So Should Your Proposal ,[object Object],[object Object],[object Object],[object Object],[object Object],Not everyone wants to read all of that, So you must add an Executive Summary Module 6 | Structure and Outlining

The “Executive Summary” ,[object Object],[object Object],[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

Winning Business Proposal Structure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

Client Specified Layouts? ,[object Object],[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

Outlining ..the most important proposal writing skill Module 6 | Structure and Outlining

What Is Outlining? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The real skill in good writing is in working out what you want to say - before you begin to write Module 6 | Structure and Outlining

Outlining Your Proposal ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

First-level outline Begin with the Winning proposal structure, or build your initial framework with “ProfIT Tools” Section 1: Executive Summary Section 2: ClientCo’s Requirement Section 3: The Proposed Solution Section 4: Benefits of the Proposed Solution Section 5: Costs Section 6: Appendices Module 6 | Structure and Outlining

Second Level Outline ,[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

Third-Level Outline ,[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

Outlining The Benefits Section ,[object Object],[object Object],[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

Outlining The Appendices Section ,[object Object],[object Object],[object Object],[object Object],[object Object],Use lots of references to this material in the key proposal sections - answer all possible questions Module 6 | Structure and Outlining

General Writing Tips ,[object Object],[object Object],[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

The readers will ask ,[object Object],[object Object],[object Object],[object Object],[object Object],Answer these questions early on, while they’re still paying attention Module 6 | Structure and Outlining

General Writing Tips (More) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Module 6 | Structure and Outlining

General Writing Tips (Even more) ,[object Object],[object Object],[object Object],[object Object],[object Object],Good writing is rewriting - this is key Module 6 | Structure and Outlining

The Executive Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Use Client Language Throughout Module 6 | Structure and Outlining

Module 6 | Structure and Outlining Congratulations! Your First Draft is Complete

What Next ? ,[object Object],Module 6 | Structure and Outlining

Are you an in-house trainer or a sales trainer / consultant? Want a full set of these slides to integrate into your own programs? These are available to all bulk purchases of the latest edition of ‘Winning Business Proposals’ who purchase 200 copies or more in hard copy or electronic formats. For pricing information or any other enquiries: please use the contact form on www.deiricmccann.com Would you like a full set of all 7 modules of this course in an editable PowerPoint format?

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1 MBA Capstone Project Description MBA Capstone Project Description Throughout your MBA program, you have worked to develop as a business professional and prepare to meet future challenges as a business leader. Your program culminates in the capstone project, which forms the primary focus of MBA-FPX5910, the final course you will take in the program. The capstone project is intended to provide you the opportunity to demonstrate your MBA program outcomes by: • Planning and executing the strategic and tactical elements of a comprehensive project. • Integrating and demonstrating the business leadership skills and techniques you have learned throughout the MBA program. • Communicating your analysis and recommendations for a real organization both in written form and in a formal presentation. • Completing your MBA program with an experience that reinforces and integrates what you have learned throughout your MBA program. The following information outlines the requirements and work associated with the capstone project for MBA-FPX5910. Capstone Project Examples You have a wide variety of choice when it comes to choosing a capstone project that is personally interesting and rewarding to you. It is your responsibility to propose a capstone topic and scope that will allow you to demonstrate all of the MBA program outcomes. Examples of project types that might be proposed to meet these requirements include, but are not limited to: • A strategic plan developed for an organization to use that helps them solve a problem or take advantage of an opportunity. • A strategic analysis conducted on a selected part or area of an organization. • A case study developed on a selected part of or situation within an organization. • An intervention developed to address an organizational issue; for example, a workshop or training activity. The intervention should be broad-based enough to demonstrate the program-level outcomes. • A consulting report developed to analyze a problematic issue within an organization; the issue and analysis should be broad-based enough to demonstrate program-level outcomes. You may propose other project types for the capstone project so long as you are able to identify how the proposed project satisfies the requirement of demonstrating the program-level outcomes. When choosing your project type and/or topic, keep in mind that it must result in recommendations, next steps, or some other type of actionable, evidence-based takeaways for your intended audience, user, or subject of the project. 2 Capstone Project Selection and Proposal Guidelines The organization must be real, not fictitious. This may be an organization to which you have direct access for data gathering or one for which you will gather data via published sources. In either case, it must be an organization for which you can gather the data needed to complete the project. If need be, you may be allowed to use a disg.

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Prerequisites — Classes or Knowledge Required for this Course Successful completion of Introduction to Project Management Principles and Practices Coursera Specialization courses: Initiating and Planning Projects, Budgeting and Scheduling Projects, and Managing Project Risks and Changes. Course Objectives Upon completing this series, you should be able to: • Write a narrative charter statement • Create a work breakdown structure • Sequence project activities • Build a project schedule • Create a project budget • Create a responsibility assignment matrix • Identify project risks and define responses for those risks *>Sample Projects for Use If a student does not have access to a viable project to use for this capstone, then any one of the ideas below may be used. Please note that students are meant to take these ideas and build upon them. Each student is to take the idea and come up with his or her own full project scope and boundaries. 1) A new CEO has arrived. She believes that the current company structure is ineffective. You are to be the project manager who leads her executive team in a company-wide reorganization. This reorganization includes some work to determine how the new structure will be identified, the work to gain support for this new structure at the executive level, the communications about the new structure to the entire company and a transition plan to take the company from the current structure to the new one. 2) Your company is celebrating 50 years in business. The executive team would like to take an opportunity to recognize this milestone. Their purpose is to reward employees, build morale and also let customers; future customers and competitors know about the longevity of the company and adopt a ‘we are here to stay’ type of campaign. This milestone is definitely a marketing event. The celebration should include customers and employees. Definitely there should be a big celebration, but the executive team wants more than that. They want events and announcements and campaigns going throughout the entire year. You will project manage this effort. 3) You have joined a start up company whose goal is to create an iPhone knockoff or copy. The idea is to out ‘iPhone’ the iPhone, but at 50% of the cost to the customer. You are the project manager of the team who will identify what features will go into this iPhone copy, determine how to manufacture the phones for less than the real iPhone and determine how to market this new copy. The project ends once the idea has either been abandoned or the new copy phone has been available for sale for 45 days.............. #1 Narrative Charter Statement (13 Points) Description and Directions Develop a narrative charter that includes the following sections: a. Project purpose or justification – A good project purpose or justification statement explains why this project is important and why resources should be spent on this project. What critical problem will this project solve or what will b.

Prerequisites — Classes or Knowledge Required for this Course.pdf

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MBA 700: Strategic Analysis Final Project Guidelines and Grading Guide Overview The final project for this course requires students to use concepts from each module, answer questions about their chosen company, and complete a strategic analysis of that company in a variety of areas. Milestone drafts of your answers are assigned in several modules leading to the strategic analysis final project submitted in Module Nine. You have been hired as a consultant at the company you have been researching. This final report is an in-depth look at the strategy and corporate management based on your detailed research completed throughout the semester. This paper is designed as a full report with recommendations that the executive team will use to enhance the existing strategic management. This project is divided into five milestones, submitted in Modules One, Four, Five, Seven, and Nine (final deliverable). Main Elements Your report should include, as a minimum, the following 11 components: 1. Strategy and the Strategic Management Process at your Chosen Company Describe the industry you are investigating. Identify the company you are researching along with the mission, vision, values, and strategic plan. Be sure to answer the following questions:  Describe the industry in which the company operates.  What is the company’s stated strategy? Is it a winning strategy?  How does the company’s mission statement compare to those of its competitors?  How do the mission, vision, and values support strategic objectives or performance targets of your company?  What do the mission, vision, and value statements say about the company and its leadership? 2. External Environment and Competitive Position Complete an industry analysis and a five forces model analysis including an assessment of the company's closest rival. Be sure to answer the following questions:  What are the driving forces of change in the industry in which your company competes? How has your company changed its strategy to address driving forces?  Where does the company stand within the industry based on the five forces model of competition analysis?  Which of the five forces exert the most pressure on the company? What has the company done to relieve this pressure?  What are your recommendations to further reducing pressure from these forces? 3. Internal Environment and Competitive Position Complete a SWOT analysis and a value chain analysis of the company you have chosen. Be sure to answer the following questions:  How well has the company performed to stated strategic objectives or performance targets? Support your assessment with factual data.  Compare the strengths, weaknesses, opportunities, and threats of the company to those of its competitors. How do the vision and values affect how the company will respond to each?  What is the core competency of the company? How does this affect its standing within the indust ...

MBA 700 Strategic Analysis Final Project Guidelines and Gra.docx

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You might find that using analysis tools to analyze internal and external environments is an effective way of analyzing the chosen capstone organization. If you need to learn more about these types of analysis tools, check out the resources below. Internal Analysis Tools • tutor2u. (2016). PESTLE (PEST) analysis explained [Video]. YouTube. https://www.youtube.com/ watch?v=sP2sDw5waEU • SmartDraw. (n.d.). SWOT analysis. https:// www.smartdraw.com/swot-analysis/ • SWOT Framework. External Analysis Tools • Applying VRIO and PESTLE. • PESTLE Analysis. (n.d.). What is PESTLE analysis? A tool for business analysis. http://pestleanalysis.com/what- is-pestle-analysis/ • Study.com. (n.d.). What is PESTLE analysis? Definition and examples. https://study.com/academy/lesson/what- is-pestle-analysis-definition-examples.html • Management & Finance1 TU Delft. (2016). The five competitive forces that shape strategy [Video]. YouTube. https://www.youtube.com/watch?v=mYF2_FBCvXw Use these resources as you see appropriate: • Research Guide – MBA https://www.youtube.com/watch?v=sP2sDw5waEU https://www.youtube.com/watch?v=sP2sDw5waEU https://www.youtube.com/watch?v=sP2sDw5waEU https://www.smartdraw.com/swot-analysis/ http://media.capella.edu/CourseMedia/MBA5006/GuidedPath/SWOTFramework/wrapper.asp http://media.capella.edu/CourseMedia/MBA5006/GuidedPath/ApplyVRIOandPESTLE/wrapper.asp http://pestleanalysis.com/what-is-pestle-analysis/ http://pestleanalysis.com/what-is-pestle-analysis/ https://study.com/academy/lesson/what-is-pestle-analysis-definition-examples.html https://study.com/academy/lesson/what-is-pestle-analysis-definition-examples.html https://www.youtube.com/watch?v=mYF2_FBCvXw https://www.youtube.com/watch?v=mYF2_FBCvXw https://www.youtube.com/watch?v=mYF2_FBCvXw https://capellauniversity.libguides.com/MBA • This research guide was custom created to help MBA learners. If you are feeling a bit lost on where to start, this would be a good starting point. • James, N. (2007). Writing at work: How to write clearly, effectively and professionally. Crows Nest, Australia: Allen & Unwin. • Use this as a general writing handbook. For example, there are chapters on tone, grammar, punctuation, style, et cetera. https://capella.skillport.com/skillportfe/custom/login/saml/login.action?courseaction=launch&assetid=_ss_book:25059 https://capella.skillport.com/skillportfe/custom/login/saml/login.action?courseaction=launch&assetid=_ss_book:25059 1 MBA Capstone Project Description MBA Capstone Project Description Throughout your MBA program, you have worked to develop as a business professional and prepare to meet future challenges as a business leader. Your program culminates in the capstone project, which forms the primary focus of MBA-FPX5910, the final course you will take in the program. The capstone project is intended to provide you the opportunity to demonstrate your MBA program outcomes by: • Planning and executing .

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Strategic Management Details This course emphasizes the definition, formulation, and execution of strategy within organizations. It analyzes the effects on corporate strategy of the rapid shift to a multipolar and complex global marketplace. This course focuses on innovative strategy and leadership and its impact on the quest for customers and key stakeholders. This course also stresses the growing importance of management of intangible assets and organizational alignment with the view to gaining a sustainable competitive advantage over global rivals. Finally, this course integrates the creation of a very structured and comprehensive assignment (creation of a market entry or market expansion or diversification, or M&A plan) that address competencies such as Critical Thinking, Leadership, Effective Communication and Global Awareness, and Business Domains such as Marketing, Management, HR, Operations, Finance and Accounting. Prerequisites: ACC-650, FIN-650, MGT-605, and MKT-607. Credit Hours 4.0 PreRequisites ACC-650, FIN-650, MGT-605, and MKT-607 coRequisites None Course Add-Ons Additional Material Textbook Strategic Management Bouclier, O. (Ed.). (2008). Strategic management. New York: McGraw-Hill. ISBN-13:9781121264823 (Available as eBook for online students only) http://gcumedia.com/digital-resources/mcgraw- hill/2011/strategic-management_ebook_1e.php Other Distance Still Matters: The CAGE Distance Framework! Other Marketing Plan Other MGT-660 Capstone Project Overview Topics Topic 1: Strategy As an Art Duration: 7 days Description: Objectives: 1. Support a position on the essence of strategy. 2. Compare Porter's three generic strategies to the strategy of a company. 3. Identify the competitive advantage of a company. Topic Material: Other 1. MGT-660 Capstone Project Overview Read "MGT-660 Capstone Project Overview." This document will provide detailed instructions for completing each piece of the Capstone Project. Other 2. Marketing Plan Refer to "Marketing Plan." Lecture Note 3. MGT-660 Lecture 1 Read Lecture 1. Gradable Items Details Points Possible Assignment Overview Review "MGT 660 Capstone Project Overview." Create an overview draft (350-500 words) that addresses the following: Describe briefly the context and your organization. Articulate the vision, mission, and strategy of your organization, business unit, or division. What are its sources of competitive advantage? What is the business opportunity? Prepare this assignment according to the APA guidelines found in the APA Style Guide, located in the Student Success Center. An abstract is not required. This assignment uses a grading rubric. Instructors will be using the rubric to grade the assignment; therefore, students should review the rubric prior to beginning the assignment to become familiar with the assignment criteria and expectations for successful completion of the assignment. You are required to submit this assignment to Turnitin. R.

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Chap 10 Pay-for-Performance Plans Mgmt 474 CSULA – Spring 2014 Learning Objectives  What is a pay-for-performance plan?  Does variable pay improve performance results? The general evidence  Specific pay-for-performance plans: Short term  Team incentive plans: Types  Explosive interest in long-term incentive plans What is Pay-for-Performance?  Pay-for-performance: Signals a movement:  Away from entitlement  Towards a pay that varies with individual or organizational performance  Increasing interest in variable pay  Competition from foreign competitors  Fast-paced business environment Specific Pay-for-Performance Plans: Short Term  Merit pay  Lump-sum bonuses  Individual spot awards  Individual incentive plans Merit Pay  Links increases in base pay to:  How highly employees are rated on a subjective performance evaluation  Issues  Expensive  Doesn’t achieve the desired goal of: Improving employee and corporate performance Managing Merit Pay  Improve accuracy of performance ratings  Allocate enough money to truly reward performance  Increase in merit pay should differentiate across performance levels Lump-Sum Bonuses  Substitute for merit pay  Not built into base pay  Viewed as less of an entitlement than merit pay  Less expensive than merit pay over the long run Exhibit 10.3 - Relative Cost Comparisons Individual Spot Awards  Viewed as highly or moderately effective  Awarded for exceptional performance  Examples? Individual Incentive Plans  A promise of pay for some objective, pre-established level of performance  Use established standards to:  Compare employee performance  Determine magnitude of incentive pay  Dimensions on which plans vary  Method of rate determination  Relationship between production and wages Exhibit 10.5 - Individual Incentive Plans Exhibit 10.6 - The Taylor and Merrick Plans Individual Incentive Plans  Taylor plan - Two piecework rates Higher than the regular incentive, when production exceeds published standard Lower than regular wage for production below standard  Merrick system - Three piecework rates are set High for production exceeding 100 percent of standard Individual Incentive Plans Medium for production between 83 and 100 percent of standard Low for production less than 83 percent of standard Individual Incentive Plans  Halsey 50–50 method  For tasks completes in less than the standard time: Savings are allocated 50–50 between the worker and the company  Rowan plan  A worker’s bonus increases as the time required to complete the task decreases Individual Incentive Plans  Gantt plan  Standard time for a task is purposely set at a level requiring high effort to complete Exhibit 10.7 - Advantages and Disadvantages of Individualized Incentive Plans Source: Michael Coates, Psychology and Organizations, Heineman Themes in Psych ...

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MBA Capstone Project Guidelines Throughout your MBA program, you have worked to develop as a practitioner-scholar to meet the needs and future challenges as a business leader. Your program culminates in the capstone project, which forms the primary focus of MBA6900, the final course you will take in the program. The capstone project is intended to provide you the opportunity to demonstrate your MBA program outcomes by: • Planning and executing the strategic and tactical elements of a comprehensive project. • Integrating and demonstrating skills and techniques you have learned throughout the MBA program. • Communicating project outcomes both in written form and in a formal presentation. • Completing your MBA program with an experience that reinforces and integrates the components that have preceded it. The following information outlines the requirements and work associated with the capstone project for MBA6028 and MBA6900. Capstone Project Examples Examples of project types that might be proposed to meet these requirements include but are not limited to: • Preparation of a strategic plan for an organization. • A strategic analysis of all or a selected part of an organization. • Development of a case study of all or a selected part of an organization. • Development of an intervention, such as a workshop or training activity, that is broad- based enough to demonstrate the program-level outcomes. • Development of a consulting report on a problematic issue within an organization, provided that the issue is broad-based enough to demonstrate program-level outcomes. You may propose other structures for the capstone project so long as you are able to identify how the proposed project satisfies the requirement of demonstrating the program-level outcomes. When choosing your topic, keep in mind that your capstone project must result in recommendations, next steps, or some other type of actionable, evidence-based takeaways for the reader or subject of the project. Capstone Project Requirements The capstone course project must demonstrate your achievement of the MBA program outcomes. The following table is taken from the proficient column of the final capstone grading rubric. It outlines the expectations for demonstrating each program outcome. Program Outcome: Proficient Column: 1. Apply foundational knowledge and an understanding of business systems, processes, and technology within and across core disciplines. Applies foundational knowledge (theories, models, and practices) and an understanding of core business systems, processes, and technology within and across core disciplines. 2. Integrate information across disciplines and from differing perspectives. Integrates most relevant supportive and conflicting information (data, insights, best practices) across disciplines from differing primary functional perspectives individually and holistically. MBA Capstone Project Guidelines ...

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MBA Capstone Project Guidelines Throughout your MBA program, you have worked to develop as a practitioner-scholar to meet the needs and future challenges as a business leader. Your program culminates in the capstone project, which forms the primary focus of MBA6900, the final course you will take in the program. The capstone project is intended to provide you the opportunity to demonstrate your MBA program outcomes by: · Planning and executing the strategic and tactical elements of a comprehensive project. · Integrating and demonstrating skills and techniques you have learned throughout the MBA program. · Communicating project outcomes both in written form and in a formal presentation. · Completing your MBA program with an experience that reinforces and integrates the components that have preceded it. The following information outlines the requirements and work associated with the capstone project for MBA6028 and MBA6900. Capstone Project Examples Examples of project types that might be proposed to meet these requirements include but are not limited to: · Preparation of a strategic plan for an organization. · A strategic analysis of all or a selected part of an organization. · Development of a case study of all or a selected part of an organization. · Development of an intervention, such as a workshop or training activity, that is broad- based enough to demonstrate the program-level outcomes. · Development of a consulting report on a problematic issue within an organization, provided that the issue is broad-based enough to demonstrate program-level outcomes. You may propose other structures for the capstone project so long as you are able to identify how the proposed project satisfies the requirement of demonstrating the program-level outcomes. When choosing your topic, keep in mind that your capstone project must result in recommendations, next steps, or some other type of actionable, evidence-based take-aways for the reader or subject of the project. Capstone Project Requirements The capstone course project must demonstrate your achievement of the MBA program outcomes. The following table is taken from the proficient column of the final capstone grading rubric. It outlines the expectations for demonstrating each program outcome. Program Outcome: Proficient Column: 1. Apply foundational knowledge and an understanding of business systems, processes, and technology within and across core disciplines. Applies foundational knowledge (theories, models, and practices) and an understanding of core business systems, processes, and technology within and across core disciplines. 2. Integrate information across disciplines and from differing perspectives. Integrates most relevant supportive and conflicting information (data, insights, best practices) across disciplines from differing primary functional perspectives individually and holistically. 3. Think critically and analytically to provide evidence-based solutions to business challen ...

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7. Outlining ..the most important proposal writing skill Module 6 | Structure and Outlining

10. First-level outline Begin with the Winning proposal structure, or build your initial framework with “ProfIT Tools” Section 1: Executive Summary Section 2: ClientCo’s Requirement Section 3: The Proposed Solution Section 4: Benefits of the Proposed Solution Section 5: Costs Section 6: Appendices Module 6 | Structure and Outlining

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20. Module 6 | Structure and Outlining Congratulations! Your First Draft is Complete

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22. Are you an in-house trainer or a sales trainer / consultant? Want a full set of these slides to integrate into your own programs? These are available to all bulk purchases of the latest edition of ‘Winning Business Proposals’ who purchase 200 copies or more in hard copy or electronic formats. For pricing information or any other enquiries: please use the contact form on www.deiricmccann.com Would you like a full set of all 7 modules of this course in an editable PowerPoint format?

Editor's Notes

Question & Whiteboard: If you were chatting with your client, and wanted to summarise all of the messages in your proposal into one simple sentence, what might that sentence sound like? What would it have to include?

Winning Business Proposals Module 6

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