如何撰寫(xiě)好的項(xiàng)目建議書(shū)

DraftingWinningProposalsWhyHaveProposalsBecomeSoImportant?ConsultativesellingmethodologiesIncreasingcomplexityofgoodsandservicesDesiretosellhighNeedtoselltoteamsorcommitteesIncreasinguseofconsultants,especiallyforRFPsSellinginToday’sEnvironmentTeamdecisionprocessIntensecostpressuresMandateforprovablepositivebusinessimpactStrongercompetitorsCompetitionformind-shareofdecisionmakersFearofchangeHowBroadIstheImpact?Themorepervasivelyasolutiontouchestheenterprise...thehigheruptheorganizationalladderthedecisionwillbemadethelongerthedecisioncyclewillbethegreatertheperceptionofriskthedeepertheanalysisofimpactandvalueandthebettertheproposalhastobe!What’saProposal?NOTapricequoteNOTatechnicalspecNOTabillofmaterialsNOTacompanyovervieworhistoryTheproposalisasalesdocument--Itspurposeistomovethesaletowardclosure.TheCiceroPrinciple “Ifyouwishtopersuademe,youmustthinkmythoughts,feelmyfeelings,andspeakmywords.” --CiceroWhat’saGoodOne?Clearunderstanding

oftheclient’sproblems,needs,issuesArecommendationforaspecificsolutionEvidenceyou’recompetenttodeliveron-timeandonbudgetAcompellingreasontochooseyourrecommendationoveranyothersOnethatwins!WhyAreTheseFactorsCritical?Becauseevaluatorslooksatproposalsintermsof:Responsiveness:

AmIgettingwhatIneed?Competence:

Cantheyreallydoit?Costfactors:

Doesthepricingrepresentgoodvalue?TheTrustEquationUseYourProposalToMaintainandCreateTrustRapportRiskCredibility1.Restatetheirneeds2.Focusontheirgoals3.Avoidjargon4.Avoidcliches5.Positivetone1.References2.Casestudies3.Teammembers4.Projectplan5.Professionalismofyourproposal1.Warranties2.Alloftherapporttechniques3.AllofthecredibilitybuildersStructureIstheKeyYourgoal:PresenttherightinformationPresentitintherightorderCreatetherightimpressionUnfortunately,mostsalespeoplehateproposalwritingAndtheresultsusuallyreflectthatfact!Besides……whowantsagoodsalespersoninfrontofamonitorinsteadofaprospect!?TypicalMethodsofEscaping...DataDumpsCompanyHistoryCloningThe““SevenDeadlySins””Failtofocusontheclient’’sbusinessproblemsNopersuasivestructureDifficulttoreadbecausethey’’refullofjargonToolong,overlydetailed,tootechnical,disorganizedInconsistentinappearance,content,orpricingInaccurateorincompleteCredibilitykillers--misspellings,grammarmistakes,etc.TheProposalMustBeClient-CenteredFocusesoncustomer’’sneeds,goalsRecommendssolutionstobusinessproblemsAnalyzespayback,ROI,impactonbusinessIntegratesvalue-addedofferingsintostrategyFocusesonproduct,technology,companyhistory,etc.Describesproducts,featuresLine-itempricingNocontrollingstrategyClient-CenteredProduct-CenteredKeyContentAreasofWinningProposalsStrongBusinessCase:CoverletterTitlepageExecutivesummaryROISolutionsandSubstantiation:SolutionindetailPricingValue-addedcomponentsTeammembersSpecialDataandAppendicesNextstepsReferencesSuccessstoriesUniquenessfactorsPersuasiveStructure:FourSteps9、靜夜四無(wú)鄰鄰，荒居舊業(yè)業(yè)貧。。2022/12/232022/12/23Friday,December23,202210、雨中黃葉樹(shù)樹(shù)，燈下白頭頭人。。2022/12/232022/12/232022/12/2312/23/202211:05:01PM11、以以我我獨(dú)獨(dú)沈沈久久，，愧愧君君相相見(jiàn)見(jiàn)頻頻。。。。2022/12/232022/12/232022/12/23Dec-2223-Dec-2212、故人江海海別，幾度度隔山川。。。2022/12/232022/12/232022/12/23Friday,December23,202213、乍見(jiàn)翻翻疑夢(mèng)，，相悲各各問(wèn)年。。。2022/12/232022/12/232022/12/232022/12/2312/23/202214、他鄉(xiāng)生白發(fā)發(fā)，舊國(guó)見(jiàn)青青山。。23十二月月20222022/12/232022/12/232022/12/2315、比不了得就就不比，得不不到的就不要要。。。十二月222022/12/232022/12/232022/12/2312/23/202216、行動(dòng)動(dòng)出成成果，，工作作出財(cái)財(cái)富。。。2022/12/232022/12/2323December202217、做前前，能能夠環(huán)環(huán)視四四周；；做時(shí)時(shí)，你你只能能或者者最好好沿著著以腳腳為起起點(diǎn)的的射線線向前前。。。2022/12/232022/12/232022/12/232022/12/239、沒(méi)有有失敗敗，只只有暫暫時(shí)停停止成成功??！。2022/12/232022/12/23Friday,December23,202210、很多事事情努力力了未必必有結(jié)果果，但是是不努力力卻什么么改變也也沒(méi)有。。。2022/12/232022/12/232022/12/2312/23/202211:05:01PM11、成功就是日日復(fù)一日那一一點(diǎn)點(diǎn)小小努努力的積累。。。2022/12/232022/12/232022/12/23Dec-2223-Dec-2212、世間成事事，不求其其絕對(duì)圓滿滿，留一份份不足，可可得無(wú)限完完美。。2022/12/232022/12/232022/12/23Friday,December23,202213、不不知知香香積積寺寺，，數(shù)數(shù)里里入入云云峰峰。。。。2022/12/232022/12/232022/12/232022/12/2312/23/202214、意志堅(jiān)堅(jiān)強(qiáng)的人人能把世世界放在在手中像像泥塊一一樣任意意揉捏。。23十十二月20222022/12/232022/12/232022/12/2315、楚塞塞三湘湘接，，荊門(mén)門(mén)九派派通。。。。。十二月月222022/12/232022/12/232022/12/2312/23/202216、少年十五五二十時(shí)，，步行奪得得胡馬騎。。。2022/12/232022/12/2323December202217、空山新雨雨后，天氣氣晚來(lái)秋。。。2022/12/232022/12/232022/12/232022/12/239、楊柳散散和風(fēng)，，青山澹澹吾慮。。。2022/12/232022/12/23Friday,December23,202210、閱讀一切好好書(shū)如同和過(guò)過(guò)去最杰出的的人談話。2022/12/232022/12/232022/12/2312/23/202211:05:01PM11、越越是是沒(méi)沒(méi)有有本本領(lǐng)領(lǐng)的的就就越越加加自自命命不不凡凡。。2022/12/232022/12/232022/12/23Dec-2223-Dec-2212、越是無(wú)無(wú)能的人人，越喜喜歡挑剔剔別人的的錯(cuò)兒。。2022/12/232022/12/232022/12/23Friday,December23,202213、知人者者智，自自知者明明。勝人人者有力力，自勝勝者強(qiáng)。。2022/12/232022/12/232022/12/232022/12/2312/23/202214、意志堅(jiān)強(qiáng)強(qiáng)的人能把把世界放在在手中像泥泥塊一樣任任意揉捏。。23十二二月20222022/12/232022/12/232022/12/2315、最具挑戰(zhàn)戰(zhàn)性的挑戰(zhàn)戰(zhàn)莫過(guò)于提提升自我。。。十二月222022/12/232022/12/232022/12/2312/23/202216、業(yè)余生活要要有意義，不不要越軌。2022/12/2320