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DraftingWinningProposals如何撰寫好的項(xiàng)目建議書(shū)英文第1頁(yè)WhyHaveProposalsBecomeSoImportant?ConsultativesellingmethodologiesIncreasingcomplexityofgoodsandservicesDesiretosellhighNeedtoselltoteamsorcommitteesIncreasinguseofconsultants,especiallyforRFPs如何撰寫好的項(xiàng)目建議書(shū)英文第2頁(yè)SellinginToday’sEnvironmentTeamdecisionprocessIntensecostpressuresMandateforprovablepositivebusinessimpactStrongercompetitorsCompetitionformind-shareofdecisionmakersFearofchange如何撰寫好的項(xiàng)目建議書(shū)英文第3頁(yè)HowBroadIstheImpact?Themorepervasivelyasolutiontouchestheenterprise...thehigheruptheorganizationalladderthedecisionwillbemadethelongerthedecisioncyclewillbethegreatertheperceptionofriskthedeepertheanalysisofimpactandvalueandthebettertheproposalhastobe!如何撰寫好的項(xiàng)目建議書(shū)英文第4頁(yè)What’saProposal?NOTapricequoteNOTatechnicalspecNOTabillofmaterialsNOTacompanyovervieworhistoryTheproposalisasalesdocument--Itspurposeistomovethesaletowardclosure.如何撰寫好的項(xiàng)目建議書(shū)英文第5頁(yè)TheCiceroPrinciple “Ifyouwishtopersuademe,youmustthinkmythoughts,feelmyfeelings,andspeakmywords.” --Cicero如何撰寫好的項(xiàng)目建議書(shū)英文第6頁(yè)What’saGoodOne?Clearunderstanding

oftheclient’sproblems,needs,issuesArecommendationforaspecificsolutionEvidenceyou’recompetenttodeliveron-timeandonbudgetAcompellingreasontochooseyourrecommendationoveranyothersOnethatwins!如何撰寫好的項(xiàng)目建議書(shū)英文第7頁(yè)WhyAreTheseFactorsCritical?Becauseevaluatorslooksatproposalsintermsof:Responsiveness:

AmIgettingwhatIneed?Competence:

Cantheyreallydoit?Costfactors:

Doesthepricingrepresentgoodvalue?如何撰寫好的項(xiàng)目建議書(shū)英文第8頁(yè)TheTrustEquation如何撰寫好的項(xiàng)目建議書(shū)英文第9頁(yè)UseYourProposalToMaintainandCreateTrustRapportRiskCredibility1.Restatetheirneeds2.Focusontheirgoals3.Avoidjargon4.Avoidcliches5.Positivetone1.References2.Casestudies3.Teammembers4.Projectplan5.Professionalismofyourproposal1.Warranties2.Alloftherapporttechniques3.Allofthecredibilitybuilders如何撰寫好的項(xiàng)目建議書(shū)英文第10頁(yè)StructureIstheKeyYourgoal:PresenttherightinformationPresentitintherightorderCreatetherightimpression如何撰寫好的項(xiàng)目建議書(shū)英文第11頁(yè)Unfortunately,mostsalespeople

hate

proposalwriting

Andtheresultsusuallyreflectthatfact!Besides…whowantsagoodsalespersoninfrontofamonitorinsteadofaprospect!?如何撰寫好的項(xiàng)目建議書(shū)英文第12頁(yè)TypicalMethodsofEscaping...DataDumpsCompanyHistoryCloning如何撰寫好的項(xiàng)目建議書(shū)英文第13頁(yè)The“SevenDeadlySins”Failtofocusontheclient’sbusinessproblemsNopersuasivestructureDifficulttoreadbecausethey’refullofjargonToolong,overlydetailed,tootechnical,disorganizedInconsistentinappearance,content,orpricingInaccurateorincompleteCredibilitykillers--misspellings,grammarmistakes,etc.如何撰寫好的項(xiàng)目建議書(shū)英文第14頁(yè)TheProposalMustBeClient-CenteredFocusesoncustomer’sneeds,goalsRecommendssolutionstobusinessproblemsAnalyzespayback,ROI,impactonbusinessIntegratesvalue-addedofferingsintostrategyFocusesonproduct,technology,companyhistory,etc.Describesproducts,featuresLine-itempricingNocontrollingstrategy

Client-Centered Product-Centered如何撰寫好的項(xiàng)目建議書(shū)英文第15頁(yè)KeyContentAreasofWinningProposalsStrongBusinessCase:CoverletterTitlepageExecutivesummaryROISolutionsandSubstantiation:SolutionindetailPricingValue-addedcom

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