This document provides a template for a sales proposal with guidelines on how to structure the content. It suggests including sections on the current situation, the proposed solution and its objectives/approach/benefits, an implementation plan with methodology/schedule/resources/qualifications, costs, and a conclusion. Key recommendations are to focus on the client's needs, show an understanding of their industry challenges, outline measurable benefits, and build confidence in successful delivery through a clear project plan and qualified resources. Graphics and appendices can also be used to strengthen the proposal.
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Taking control of business performance by implementing a performance management framework using a set of tools that systematically enable the improvements. Regular performance evaluation using industry benchmarking is unique to the PA offering.
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Clarity Management Consulting - How To Select Innovative Suppliers Using a 5-...mjohns3500
It is critical to build relationships with suppliers who can help you create a competitive advantage and ensure your success in a turbulent business environment. This rigorous five-step project management approach provides tools for identifying innovative supplier partners and incorporating key business requirements into the selection process.
Decision model and notation (DMN standard explained. A worked example by Nick...112Motion
This paper explains DMN - what it looks like, how it fits in with the Business Process Model and Notation (BPMN) and how it can be used to analyse real world situations.
It's a "must read" for Business Rules Subject Matter Experts, Business Analysts, Project Managers, Enterprise
Architects, Testers and IT Developers
Take Control Of Your Business PerformanceJohn Hall
Taking control of business performance by implementing a performance management framework using a set of tools that systematically enable the improvements. Regular performance evaluation using industry benchmarking is unique to the PA offering.
The Decision Model and Notation (DMN) standard - a worked exampleAviva
This paper provides a worked example of decision modelling using the 1.0 beta spec of the Decision Model and Notation (DMN), approved by the Object Management Group (OMG) in January 2014.
This paper gives a taster of DMN - what it looks like, how it fits in with the Business Process Model and Notation (BPMN) and how it can be used to analyse real world situations. It is based on learning directly from the specification.
Clarity Management Consulting - How To Select Innovative Suppliers Using a 5-...mjohns3500
It is critical to build relationships with suppliers who can help you create a competitive advantage and ensure your success in a turbulent business environment. This rigorous five-step project management approach provides tools for identifying innovative supplier partners and incorporating key business requirements into the selection process.
You need to demonstrate past successes with clients to increase credibility. Get this template @ http://www.demandmetric.com/content/case-study-template
Course ProjectPart 1 – Building Your Project PlanYou and your CruzIbarra161
Course Project
Part 1 – Building Your Project Plan
You and your project team must develop a new project (product or service oriented) for your organization. Company Background
Tell the story (who, what, when, where, how) of the company or organization for which this project is being done.
· Who founded this company? Who are its leaders?
· What does this company make or do? What is its target market? What is its financial performance?
· When was the company founded? Where was/is it located?
· How does the company operate? How effective is the company in its industry? How are its competitors placed in the market?
If using a company website, be sure to cite the source!Current Process
What is the current process or existing scenario for accomplishing the company’s goals? In other words, how does the company conduct business? If, for example, it is a construction business building new homes, what would be the process that encompasses the company’s procedure from advertising through getting customers, doing the project and closing out the project deliverable. This current process might be something like:
1) Receive customer specifications
2) Design preliminary floor plan and elevation
3) Send preliminary documents to customer
4) Receive and execute customer changes
5) Create bid for customer contract
6) Run bid through technical and legal departments
7) Ship bid to customer
8) Follow up with customer
9) Negotiate details of bid acceptance
10) Build the negotiated architectural design
11) Oversee construction budget
12) Deliver agreed upon product to customer
13) Receive payment
14) Close out project using lessons learned approach
Your project must fit within the framework of the company’s business. In other words, if the company builds single family residences, your project would not be for an office building. It must be related to a specific type of single family home/townhouse. Project Overview
The project overview is a report on the project undertaking and a discussion of the general situation management finds itself in. This provides important context for the project management team to use in determining methods, approaches, and timeframes, as well as a scope.
For example, if building a new home, you should state whether it will have one or two stories, three or four bedrooms, and any other rooms that are to be included. There may be important details regarding the lot, area of town, and other issues such as landscaping. Be as detailed as possible, since this will assist the instructor in understanding and ultimately approving your project based on his/her belief that you have a viable project topic for a team of 3-4 persons. Objectives
Objectives describe concrete outcomes that a project will meet so as to be deemed a success. Goals need to be described as specifically as necessary-but no more specifically than that. The purpose is not to artificially constrain the project but to limit the project to as wide a range of acceptable outcomes as ...
1STRATEGIC GROUPING FOR TOYOTA CORPORATIONMilestone 2 Strat.docxfelicidaddinwoodie
1
STRATEGIC GROUPING FOR TOYOTA CORPORATION
Milestone 2: Strategic Grouping for Toyota Corporation
Richard K. Hairston
GM543.01
Organizational Diagnosis and Design
12/15/17
Professor
Dr. Rebecca Herman
Introduction
Strategic grouping provides an analysis to understand the strategy employed within an industry better. This makes it easy for strategists to understand the industry better in which they operate in. in addition to that, it helps in the identification of any gaps or areas where a shift in the strategy could help in building rewards (Drejer, 2002). The rewards can be built through capitalizing on an opportunity in a less crowded market. Toyota Corporation can have different business segments catering to different markets. Strategic groups can be varying in an industry such that big businesses may have a much higher bargaining power than the small businesses.
Organizational Archetype
Organizational archetype is distinguished by one feature that defines it. There are four types of the organizational archetype. The first type is the simple archetype. Where an organization is more structured like the traditional pyramid. Employees in an organization report to the manager who then reports to the CEO all the way to the top. The second type is the professional bureaucracy archetype. The professionals in the organization who have undergone some type of training are the given the responsibility of making decisions. Companies like financial agencies and regulatory bodies use this type of archetype. The third type is the divisional archetype. As stated above, many small organizations use simple organizational archetype while large organizations use divisional archetype (Kesler, & Kates, 2010). A Simple organizational archetype cannot be applied to larger organizations since each manager is only mandated to manage a small or a limited number of employees. In divisional archetype, the employees in an organization are grouped into divisions. Even though large organizations use this type of archetype, they may end up implementing the same differences as that of smaller organizations. The last type is the flexible archetype. This type of archetype is characterized by lack of formal structure. Such organizations also tend to indulge external influence.
Since Toyota Corporation is a large organization, it requires an archetype that will support its size. There are different divisions in Toyota such as the geographic divisions and product-based divisions. It has got 8 geographic divisions and four product-based divisions. Therefore, the archetype that fits Toyota is the divisional archetype. This is because each manager can only manage a limited number of employees due to its size. Therefore, employees are group into divisions that can be easily managed. The managers of the divisions make choices for how the employees in a certain division will undertake activities.
Analysis
Four Classic Design Options
Advantages and Disadvantages ...
1. Sales Practice Guide: Proposal
[Your Company’s
Name]
[Title]I
A Proposal to
[Client Name]
Presented on
[Date]
[You can include a
proprietary notice that sets
conditions for the sharing
and copying of this
document.]
Page 1 of 7
2. Sales Practice Guide: Proposal
Table of Contents
[Readers almost always look first at the table of contents to see how the proposal is structured.
Make sure that all headings are easy to read, intuitive, and in a logical order.]
1 Current Situation.........................................................................................................3
2 Solution........................................................................................................................3
2.1 Objectives...........................................................................................................................3
2.2 Approach............................................................................................................................3
2.3 Benefits...............................................................................................................................3
3 Implementation Plan...................................................................................................4
3.1 Methodology.......................................................................................................................4
3.2 Schedule.............................................................................................................................4
3.3 Resources..........................................................................................................................4
3.4 Qualifications......................................................................................................................5
4 Costs............................................................................................................................5
5 Conclusion...................................................................................................................5
Appendix A: Examples of Appendices........................................................................6
Appendix B: Terms and Conditions.............................................................................7
Page 2 of 7
3. Sales Practice Guide: Proposal
Introduction
[This section formally introduces your company and its proposed
solution to the client. Include a brief summary of your company’s
background, capabilities, and strategy in delivering value to the
client. If you have a strong value proposition, you can include it here
and note what it means to the client.]
[This column can be used
to highlight key 1 Current Situation
statements, quotes,
statistics, or graphics. It [Use this section to clearly re-state the client’s primary business
also provides space for needs, problems, or opportunities. Try to add additional insights that
the client to write prove your understanding of the industry and the unique challenges
comments on a printed being faced by the client. Then explain the benefits of effectively
version of the document.] addressing these needs or opportunities and why your company is
well positioned to deliver the desired benefits. Keep this section brief
and to the point.]
2 Solution
[This section is used to outline your company’s proposed solution.
The key here is to stay focused on the client’s requirements and
show why your approach should be selected over other available
options, including an in-house solution. Use statistics, if available, to
further strengthen your message.]
2.1 Objectives
[Clearly describe the most important business objectives that will
help solve the client needs or problems (three to five is optimal).
Emphasize how your company has the experience and insights to
address these objectives based on your expertise and past client
successes.
Objective 1
Objective 2
Objective 3]
2.2 Approach
[Use this section to describe the proposed solution strategy and the
management approach your company will take in supporting the
strategy. Explain this in words that the client can easily understand
without being too technical or overlapping your implementation plan,
covered in the next section of this document. Provide enough detail
to distinguish your approach from other competitors without revealing
everything up front.]
2.3 Benefits
[Describe the client benefits that will be realized as a result of your
solution and your company’s expertise in implementing that solution.
Wherever possible, try to quantify the benefits in terms of time, cost,
Page 3 of 7
4. Sales Practice Guide: Proposal
or resources. If you can cite return on investment (ROI) findings for
this type of solution, definitely do, but be prepared to verify any
metrics if challenged by the client. As for the more intangible
benefits, try to keep the client’s perspective in mind and stay focused
on business value.
Benefit 1
[When making a key Benefit 2
statement in the proposal, Benefit 3]
consider highlighting it as
a stand-alone sentence or
quote in this column.] 3 Implementation Plan
[While the previous section was primarily strategic, this section
focuses on tactics and execution. Your goal is to build the client's
confidence that you can deliver the desired solution and benefits as
promised.]
3.1 Methodology
[Briefly discuss the methodology your company will use to implement
the proposed solution. The methodology could relate to project
management, systems development, or any relevant lifecycle used
to ensure consistency and repeatability of your solutions (and still
cater to the unique needs of the client). If you have additional
information or graphics on this subject that will help distinguish you
from your competitors, consider attaching them as an appendix.]
3.2 Schedule
[Never underestimate the importance of project management to the
client. It can be a key differentiator when competitors are evenly
matched. Emphasis here should be on timing and sequencing of
major activities, deliverables, and milestones.
An effective way of tying all of these pieces together is to display a
high-level project plan using Microsoft Office Project or some other
project management tool. This helps the client to visualize your
solution, while reinforcing your company’s expertise in project
management. The trick is showing enough to educate the client
without revealing your entire game plan.]
[Use graphics that make
the proposal more visually
interesting. The photos in
this templateSolution Project Plan. A Microsoft Office Project screen print provides the client with
[Figure 1. come from
a high-level overview of the solution and conveys timing, sequencing, and dependencies of key
the Microsoft Media
activities.]
Gallery, available on the
Microsoft Web site.]
3.3 Resources
[Depending on the nature of the proposal, you may want to identify
key resources that will be involved in the solution implementation.
These can include people, materials, and facilities. Provide only the
information that will be helpful to the client in evaluating your
proposal. One option is to include a one-paragraph summary of the
background of key managers, consultants, technical experts, and so
on. Full resumes can always be attached as an appendix, if desired.]
Page 4 of 7
5. Sales Practice Guide: Proposal
3.4 Qualifications
[This is an opportunity to tell why your organization is uniquely
qualified to deliver the solution as promised. Some considerations
include: (1) your company’s track record in successfully
implementing similar solutions; (2) formal industry or quality
certifications such as ISO 9000, ISO 9001, and Six Sigma; and (3)
individual certifications of key staff. Include only enough information
to validate your capabilities. Use an appendix if you want to highlight
your qualifications.]
4 Costs
[Now that the client understands your solution strategy and
capabilities, you can describe your solution costs. How much detail
you provide depends on your pricing strategy—whether it is a fixed
price contract, cost plus, or some other approach. In any event, you
want to include enough information so that the client can weigh your
costs against the value being delivered by you or other competitors.
Common expense items include resource hours and rates;
hardware, software, and other material costs; subcontractor fees;
invoicing instructions; legal disclaimers; travel; and other
reimbursable costs. A more formal description of terms and
conditions can be covered in an appendix.]
Cost Schedule [Title 2] [Title 3] [Title 4]
[Row Title]
[Row Title]
[Row Title]
Total
[Table 2. Name of Table. When adding or embedding tables, you can use the full column width
without affecting the surrounding text.]
5 Conclusion
[This is an opportunity to briefly summarize the key points of your
proposal (such as value proposition, solution strategy, and benefits).
Every conclusion should have a strong call to action. What is the
desired response by the client after reading your proposal? The tone
should be confident and assertive without being overly aggressive,
while opening the door for a mutually rewarding relationship. Even if
you lose this particular opportunity, you want to position yourself as a
future ally who can be counted on to deliver a high-value solution.
You may also want to personalize this final section with signature
blocks (names and titles) of most senior person sponsoring the
proposal and an executive.]
Page 5 of 7
6. Sales Practice Guide: Proposal
Appendix A: Examples of
Appendices
[Appendices provide supporting information that is helpful, but not
critical, to the client’s evaluation of your proposal. This includes
material that might otherwise be disruptive to the flow and
momentum of the main proposal. The volume of material in the
appendices should not be so much as to overwhelm the main body
of the proposal, however. As a safety measure, you should never
assume that every client decision maker or influencer will read the
appendices. Ask yourself: If a key client evaluator did not read any of
the appendices, would it leave a hole in my proposal strategy?]
[Figure 2. Description of Graphic. The above exemplifies that graphics can be inserted into an
appendix to visually convey an important concept.]
[Likely candidates for an appendix:
Reprints of news articles, press releases, and corporate
announcements
Relevant client case studies, success stories, references, and
testimonials
Company or individual certifications (referenced in the main
proposal)
Resumes or biographies of key players (referenced in the main
proposal)
Organizational charts
Description of your formal solution methodology
Company history and accomplishments
Design specifications or diagrams
Supporting financial spreadsheets
Terms and conditions (see Appendix B)]
Page 6 of 7
7. Sales Practice Guide: Proposal
Appendix B: Terms and Conditions
[The amount of attention you give to formal terms and conditions
depends on the size, complexity, and nature of the sales proposal. In
some cases, you may include a brief summary under the “Costs”
section of the main proposal. However, a high-stakes proposal might
justify a separate appendix for this topic. Typical examples of terms
and conditions are:
Copyright and limitations on use.
Warranties.
Limitation of liability.
Termination.
Dispute resolution.
Amendment to terms and conditions.
Third-party rights.
Applicable law.
Disclaimer.]
Page 7 of 7