Proposals to prospective customers can take many forms, depending on the type of enterprise making the proposal. At one extreme is the oral presentation during which various points are made regarding the services and products to be provided. For this mode of proposal delivery, essentially all the suggestions made previously apply directly. At the other extreme is the full-blown written proposal that documents all the features of the products and services as well as the organization that is making the proposal. Such a proposal is often in response to a formal request for proposal (RFP) provided by the customer. RFPs usually specify what the customer needs and also the evaluation criteria to be used in order to make judgments about the proposal. Proposals are considered by many to be a vital part of the lifeblood of an organization. They are also viewed at times as a fine art that can be mastered by some but not by others.
Many people believe that new business is won or lost by the amount of effort that goes into preproposal activities. Put another way, the formal written proposal is viewed as a necessary but insufficient condition for success with respect to winning a new contract. These views are widely supported. For this reason, we examine the matter of proposals in two parts. The first deals with suggestions as to what to do during the preproposal stage, and the second addresses the formal written proposal itself.
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What you need to know about… Project Management Made Easy! Project management consists of more than just a large building project and can encompass small projects as well. No matter what the size of your project, you need to have some sort of project management. How you manage your project has everything to do with its outcome.