Aim of proposals
1. To solve problems
2. To provide services
3. To sell products
Two kinds of Proposals
1. Solicited
Generated when a potential buyer submits a
request for proposal, a RFP (Request for proposal)
2. unsolicited proposal
written by an individual or a firm who sees a
problem to be solved and submits a proposal to do so.
The Characteristics of Proposals
Sales presentations
• Persuasive
• Emphasize benefits for the reader
• Demonstrate your advantages by detailing
your expertise and accomplishments
• Easy for the reader to understand
The Forms of Proposals
• Letter report( example: p245-247)
• Memorandum report (example: p247:4)
• Formal report (p237:1)
Basic Parts of a Proposal
• Problem and goal
• Plan and schedule
You need to
disclose enough of your plan to secure the contract, but you should avoid
giving away too much information that your services aren’t needed.
• Staffing
credentials, expertise, size and
qualifications of the supporting staff, other resources like computer
facilities and special programs for analyzing statistics, information like methods and procedures or materials and equipment as the circumstances require
• Budget
• a
list of proposed project costs
Other Parts in a formal proposal
Some or all of the following front and end
parts included:
• Title page （which
includes:
title of proposal
Name of
client organization
RFP number
Date of submission
Author’s name and his organization)
If the title is longer than one line,
arrange it in the inverted pyramid on the page.
• Authorization
• Copy of RFP
• Letter of transmittal
( for the
person who is designated to receive the proposal or who will make the final decision)
• Abstract or executive summary
• Table of contents
• List of figures
• Appendix (resume of the investigators,
testimonial letters, procedures, technical graphics etc.)
