如何撰写好的项目建议书

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1、DraftingWinningProposalsWhyHaveProposalsBecomeSoImportant?ConsultativesellingmethodologiesIncreasingcomplexityofgoodsandservicesDesiretosellhighNeedtoselltoteamsorcommitteesIncreasinguseofconsultants,especiallyforRFPsSellinginToday’sEnvironmentTeamdecisionprocessIntensecostpressuresMandateforprovabl

2、epositivebusinessimpactStrongercompetitorsCompetitionformind-shareofdecisionmakersFearofchangeHowBroadIstheImpact?Themorepervasivelyasolutiontouchestheenterprise...thehigheruptheorganizationalladderthedecisionwillbemadethelongerthedecisioncyclewillbethegreatertheperceptionofriskthedeepertheanalysiso

3、fimpactandvalueandthebettertheproposalhastobe!What’saProposal?NOTapricequoteNOTatechnicalspecNOTabillofmaterialsNOTacompanyovervieworhistoryTheproposalisasalesdocument--Itspurposeistomovethesaletowardclosure.TheCiceroPrinciple“Ifyouwishtopersuademe,youmustthinkmythoughts,feelmyfeelings,andspeakmywor

4、ds.”--CiceroWhat’saGoodOne?Clearunderstandingoftheclient’sproblems,needs,issuesArecommendationforaspecificsolutionEvidenceyou’recompetenttodeliveron-timeandonbudgetAcompellingreasontochooseyourrecommendationoveranyothersOnethatwins!WhyAreTheseFactorsCritical?Becauseevaluatorslooksatproposalsintermso

5、f:Responsiveness:AmIgettingwhatIneed?Competence:Cantheyreallydoit?Costfactors:Doesthepricingrepresentgoodvalue?TheTrustEquationUseYourProposalToMaintainandCreateTrustRapportRiskCredibility1.Restatetheirneeds2.Focusontheirgoals3.Avoidjargon4.Avoidcliches5.Positivetone1.References2.Casestudies3.Teamme

6、mbers4.Projectplan5.Professionalismofyourproposal1.Warranties2.Alloftherapporttechniques3.AllofthecredibilitybuildersStructureIstheKeyYourgoal:PresenttherightinformationPresentitintherightorderCreatetherightimpressionUnfortunately,mostsalespeoplehateproposalwritingAndtheresultsusuallyreflectthatfact

7、!Besides…whowantsagoodsalespersoninfrontofamonitorinsteadofaprospect!?TypicalMethodsofEscaping...DataDumpsCompanyHistoryCloningThe“SevenDeadlySins”Failtofocusontheclient’sbusinessproblemsNopersuasives