Crafting Winning Business Proposals
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Author: Ryan Smith
Both large and small companies use proposals to solicit or place competitive bids on projects.
Most proposals are and are a critical means of generating income.
View Explanation
Proposals are persuasive written offers to solve problems, provide services, or sell products. While internal proposals may take the form of justification or recommendation reports, most proposals are external and are a critical means of selling services or products that generate income.
What type of proposal is written to obtain funding from agencies that support worthwhile causes?
- Grant proposal
- Informal proposal
View Explanation
Another type of external proposal is a grant proposal, written to obtain funding from agencies that support worthwhile causes. Informal proposals do not solicit funding from outside agencies.
Read the scenario, and answer the question.
Your family owns a small construction company, CopperBuild, that builds custom homes for an upscale architectural firm. Your two cousins recently joined the family business, and CopperBuild has decided to expand into the commercial building market. Your uncle and cousins are preparing a proposal bid for a small shopping center on the west side of town.
What should you remind your cousins about as they prepare the proposal bid? Check all that apply.
- Proposals are sales presentations
- Provide mechanical descriptions of qualifications
- Make it easy for the recipient to understand and respond to your proposal
- Provide only mechanical descriptions and details
View Explanation
Proposals should be easy for the reader to understand and respond to. Because proposals are sales presentations, they should be written in a persuasive style that emphasizes benefits and underscores the vendor's expertise rather than merely providing mechanical descriptions and details.
Most proposals begin with a brief explanation of the reasons for the proposal, and then highlight the writer's qualification.
You can make your introduction more persuasive when you use a hook that can your introduction more persuasive.
View Explanation
Most proposals begin by briefly explaining the reasons for the proposal and by highlighting the writer's qualifications. However, you can make your proposal more persuasive by providing a hook that promises low costs and speedy results. Analyze your audience and evaluate what will engage it immediately in your report. Sometimes it is a good idea to put off writing your introduction until after you have completed other parts. You can then better connect your introduction to the content of your message and the interests of your readers.
What section of a proposal identifies the key issues and discusses the goals of the project?
- Background, problem, and purpose
- Staffing
- Authorization request
View Explanation
The background, problem, and purpose section of your proposal should identify the problem and discuss the goals of the project.
How do informal proposals often close?
- With an authorization request
- With staff bios
- With a response e-mail
View Explanation
Informal proposals often close with an authorization request for approval.
Final reports represent the end product of a thorough investigation and analysis. They provide an ordered format for presenting information to decision makers and are divided into segments to make information comprehensible and accessible. Formal reports usually consist of three divisions.
Which element of formal proposals is similar to that of informal proposals?
- Style
- Length
- Tone
View Explanation
Formal proposals do not differ from informal proposals in style. They differ in tone, structure, and length. Formal proposals can range from 5 to 200 pages and often contain additional sections, such as an executive summary and a letter of transmittal.
Read the scenario, and then answer the question.
The American Cancer Society has issued an RFP to fund preventive health initiatives in your community. Your organization is planning to submit a proposal.
Which type of proposal is most appropriate in this situation?
- Formal
- Informal
View Explanation
Big projects and many external projects require formal proposals. Use informal proposals for smaller projects and shorter proposals.
Most externally supported grants and initiatives require a formal proposal. You would submit a formal proposal to the American Cancer Society.
