Business Proposals

LEARNING OBJECTIVES

Identify the purpose of business proposal

Understand the different types of business proposal

Apply and create the winning Business proposal

 OUTLINE

Need of a proposal (why do we need a proposal?)

Definition

Types

Elements of Business Proposals

Criteria for Proposals

Writing Process Prewriting, Writing, Rewriting

 PURPOSE

Solve a problem

Alter a procedure

Find answers to questions

Offer advice and training

Conduct research on a topic of interest to both the parties

Obtaining commercial contracts

 DEFINITION AND TYPES

Definition:

▪ A written offer from a seller to a prospective buyer.

• Business proposals are often a key step in the complex sales process.

Types:
 Solicited and Unsolicited Business Proposals

 External and Internal Proposals

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TYPES OF PROPOSAL
SOLICITED PROPOSALS:
Solicited means “to be requested”
Are written in response to a request
for a proposal.
Are usually written according to
close specifications dictated by the
audience.
UNSOLICITED PROPOSALS:
The one which is not requested.
Are initiated by the organization
that is attempting to obtain change
or funding.
Are proposed by individual or
organizations for the solution of the
problems.
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TYPES OF PROPOSAL
EXTERNAL PROPOSALS:
Are written to the audiences outside
of your own organization.
May often compete for business.
If accepted, external proposal
becomes legal binding.
INTERNAL PROPOSALS:
Are the basics on which the
decisions are taken within the
organization.
Are not competing with other
proposals.
Not a legal binding.
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IMPORTANT PREPARATORY QUESTIONS

What you are proposing?

How you plan to do it?

When you plan to do it?

How much it is going to cost?

 STRUCTURE
DEFINE THE ISSUE

1.Subject
2.Purpose
INTRODUCTION 3.Main Agreement
4.Background Information
5.Importance

DEFINE THE SOLUTION CONCLUSION- COST AND BENEFITS

1.Step by step plan 1.Restate the main point and

2.Benefits purpose
3.Potential Obstacles 2.Cost
3.Benefits
4.Thanks
5.Contact Information
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ELEMENTS OF BUSINESS PROPOSAL

Solutions

Benefits

Credibility

Samples
Targeted

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 Solutions
 After you have written a lead paragraph on the company’s
needs and problems, follow up with a solid presentation of
how your business can provide them solutions.
 The key here is to propose solutions you can deliver.

 Benefits
 Your business proposal should clearly outline the benefits to
the company.

E.g.: If your small business can meet tight deadlines, state it in

your benefits section.

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• Credibility
• If you have worked with clients in the same field or
have an award-winning business, then third party
endorsements will build credibility.
• Samples
• A Business Proposal with samples and evidence of your
ability to deliver is vital to gain the winning bid.
• A small sample of your work can show your ability to do
work.

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 Targeted
 A winning Proposal is all about communication.

 Speak in a language spoken by your intended audience.

 For example, if your proposal evaluators are from

Engineering background, use appropriate jargon.

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 CRITERIA FOR PROPOSAL

 Basic Elements
 Title Page
 Cover Letter
 Table of Content
 List of illustration
 Executive Summary
 Introduction and Discussion
 Conclusion

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TITLE PAGE FOR EXTERNAL PROPOSAL

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TILE PAGE FOR INTERNAL PROPOSAL

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 COVER LETTER

• Your Cover Letter provides the reader an overview of what is

to follow. It tells reader:

• Why are you writing?

• What are you writing about (subject of the proposal)
• When the action should occur?
• Why that day is important?

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 TABLE OF CONTENT

• Different readers have different area of interest.

• Help the reader the section of their interest.

• Table of Content should be accurate.

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TABLE OF CONTENT(example)

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LIST OF ILLUSTRATIONS

• If your proposal contains figures or tables, you should provide

a list of illustrations.

• The List should be clear and informative.

• Don’t waste your and reader’s time by providing a poor list of

illustrations.

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LIST OF ILLUSTRATION

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 ABSTRACT

 An Abstract is a brief overview of key points.

 The Abstract should focus on the following:

 The problem necessitating your proposal.

 Your suggested solutions.
 The Benefits.

 Avoid High tech terminology and concepts.

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 CONCLUSION

• Sum up your proposal.

• Provide your reader with a sense of closure.

• Be specific. State amount and percentages

• It can be made accessible through highlighting techniques.

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TITLE PAGE

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COVER LETTER

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TABLE OF CONTENT

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EXECUTIVE SUMMARY

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INTRODUCTION

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PROPOSAL

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CONCLUSION

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THANK YOU