Transcript of "Business communication presentation proposals sfarazr"
Business CommunicationBusiness CommunicationPresentationPresentationTopic: Purpose & Kind ofTopic: Purpose & Kind ofProposals.Proposals.Presented By: Syed Faraz Mehdi RizviMBA-I
What are PROPOSALs?What are PROPOSALs?And when we propose..And when we propose..Propose:An Act of making a proposition(suggestion), adeclaration, a plan, or a suggestion. For example,an individual may propose or suggest a different courseof action than what was initially planned.It Persuade the reader to do something, to accept yourwritten plan for completing a task. It matters little whetheryour proposal is a memo or a full document.Proposals: Are reports written to get products,plans, or projects accepted by outside business orgovernment clients.
Proposal is defined as anProposal is defined as an agreementagreement between two or morebetween two or moreparties 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 probablybears the same meaning asbears the same meaning as offeroffer in English law.A proposalin English law.A proposalis made when one person signifies to another his willingnessis made when one person signifies to another his willingnessto do or to abstain from doing anything.to do or to abstain from doing anything.Proposal as an Offer:
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 projects scope and whowill read the document. Typically, organizations advertise a need forproposals and consulting to their need. For example as an engineer, youmay determine that a problem exists, and therefore, propose solutions toan organization. In this case, you must first convince the agency that theproblem exists before proposing your solutions.
PURPOSE OF PROPOSALPURPOSE OF PROPOSALProposal 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 therequester by ensuring that such Proposal is allaccording to its needs.
Where Proposals can be written ForWhere Proposals can be written ForExamples: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 individualand 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.
Medium of Exchange.Medium of Exchange.Money is the main medium of exchange, but somefirms also barter (offer their services or product foranother’s services or product)What type of Document exactly Proposal is ?A Technical Document?A Marketing Document?OrA Sales Document?
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’restill 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 tobe 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 wemarket 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 theproposal.”proposal.”
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 aclient’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 oftechnical specifications and jargontechnical specifications and jargon—stuff that the—stuff that the clientclient is simply not interested inis simply not interested inat 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 specificneeds 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 atechnical reporttechnical report, which can be the kiss of death., which can be the kiss of death.Technical Document:
——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 notachieving the objective of the proposalachieving the objective of the proposal, which is to convince the client, which is to convince the clientthat 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, tobuy 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 formof clear and direct benefits to the client. In our proposal wepresent our solution to what we have learned over themarketing phase about what the client needs and wants. In themarketing phase we have tried to persuade the client that wehave the skills and the ability to bring them to bear on the job. Inthe proposal we must make the sale.What exactly a proposalis?Writing a winning proposal means that we use the righttools at the right time for the right purpose. And when theclient is ready to buy, we need to be ready to sell.
Types of Proposals:Types of Proposals:Internal Proposals:External Proposals:Solicited Proposals:Unsolicited Proposals:
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 bepreceded by an Executive Summary and a response to apreceded by an Executive Summary and a response to a RFPRFP(Request(Requestfor 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 andsometimes reach 1,000s of pages.sometimes reach 1,000s of pages.Internal Proposals:Are written within an organization to request or implement achange. Usually as a request of policy changes or approval for funds andsubmitted as Memos to superiors.
Solicited Proposals:Are written in response to a request for a proposal. Are usually writtenaccording to close specifications dictated by the audience.Unsolicited Proposals:Are initiated by the organization that is attempting to obtain change orfunding. These proposals are designed to convince the audience thatthe 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, aproposal is not a promise or commitment but, if accepted by the otherparty, its proposer is expected to follow through and negotiate for thecreation of a binding contract. If submitted in response to a request forproposals (RFP), it normally constitutes a bid.•Proposals must be designed for perspective client for whom it isprepared.•Clear complete proposals help to establish us and our business asprofessional organized & reliable.
KINDS OF PROPOSALSKINDS OF PROPOSALS There are two kinds of proposals in Classification.1)Research Proposals:Simply put, a research proposal is usually academicin nature.2)Business Proposals:A business proposals is a written proposalpresented from a vendor that is intended to elicitbusiness from a prospective buyer.
Research Proposals:Research Proposals:•It’s usually academic in nature.•Mostly Academic institutions submit research proposals.•It Addresses a particular project:Academic or ScientificResearch. •The forms & procedures are well defined by the field ofstudy.•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 theirdetailed format requirements.Those sponsors maybe governmental, nonprofit or business research foundations.
Business Proposals:Business Proposals:•A business proposal is a written proposal presented from a vendor thatis 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 marketand deliver custom solutions to the needs of buyers within that market.
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 aproject or complete a task and thereby, allows companies to bid for theproject or complete a task and thereby, allows companies to bid for theproject.An open bid is placed on the market with other companies competingproject.An open bid is placed on the market with other companies competingfor 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 alarger company or forge a joint venture.A well-written business proposal canlarger company or forge a joint venture.A well-written business proposal canwin 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 knowthe key winning elements of a successful proposal. Make sure that ourthe key winning elements of a successful proposal. Make sure that ourproposal stands out in the stack of competitor proposals.proposal stands out in the stack of competitor proposals.
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 willneed 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 ofcompetitor proposals.competitor proposals.