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1、Business Proposals 商业计划书,Contents,What s the business proposal?,A business proposals is one kind of analytical report, written to persuade the reader to follow a plan or course of action to solve a problem, to provide services, or to sell or buy a piece of equipment.,Classification of Business Propo
2、sals,Solicited: During a meeting, your supervisor thinks what you said sounds interesting and wants you to write it up so that he(or she) takes it to the Board meeting for consideration.,Unsolicited: You decide on your own to submit even though no one has asked you to do so.,Internal business propos
3、als,Introduction Body Conclusion,Introduction,In this part, you must state clearly what problems exits and convince your readers that the solution you are proposing is needed urgently.,You should address the problem directly at the beginning. In other words, when you find the problems about the proj
4、ect, you can point it out and put forward the suggestions directly.,Body,Describing the solution in detail,the approach you will adopt the equipment you will use the working schedule the expertise and qualifications credentials of the personnel who will carry out the plan,Estimating the cost breakdo
5、wn,Conclusion,Reforming that the proposal will solve the problem Expressing the confidence to carry out the plan Offerring to discuss the proposal in detail face to face the reader Providing additional information if necessary,External business proposals,a. External businss proposals vary in length
6、and format, depending on the nature of the proposals. b. Many external proposal are typically longer, more fomal manuscript reports, containing many of the components of formal reports.,c. The difference lies mostly in the text althrough a few of the prefatory parts are also different. A proposal is
7、 a highly presuasive document. d. Most exteral proposals have few supplementary parts, but they occasionally contain an appendix.,Prefatory part (1)Copy of the RFP RFP stands for”request for proposal” (2)Letter of transmittal Somtimes callled a “cover letter” You should present the major features an
8、d merits of your proposal, offer to provide additional information, and ask for action. Use a conversational tone in letter of transmittal.,(3)Executive summary Summarizing the major points of the proposal, which allows busy managers to grasp the essentials of the proposal so as to make a decision.
9、You should use a formal tone in the executive summary while you tend to be informal when you write the letter of transmittal.,The text of proposal,If you are writing an unsolicited proposal, you can arrange the text the way you like. When you write a solicited one, the organization of a solicited pr
10、oposal is specified by the request for proposal. All the proposals submitted by different companies are similar in form.,1.Introduction,If not you should mention any factors that have led you to submit the proposal. You can briefly review the clients situation and state their problems. Your job is t
11、o convince potential clients the problems do exist and they will certainly be better off if they take your advice. Hightlight the major points in your proposal, showing the clients that your proposal can solve their problems.,2.Body,There are five points in this part:,A. Provide specific information
12、 B. Give details of proposal cautiously C. Describe how to carry out the plan and how long D. People in charge of the implementation E. Budget,A. Provide specific information,To convince the clients that the proposal has merits, you should focus on the strengths of your product or service in relatio
13、n to the clients need. For example, if clients primary need is to reduce operating costs, you may put emphasis on how efficient your system is and how it saves energy and labor.,B. Give details of proposal cautiously,You have to disclose enough to convince the clients that your proposal is the best,
14、 but you certainly do not want to reveal too much of the design or know-how.,C. Describe how to carry out the plan and how long,For each phase of the work plan, decribe the steps you will take and the methods and resources you will use. Give the specific date on which a certain portion of the work w
15、ill be finished.,D. People in charge of the implementation,You need to provide the information about the people in charge of the implementation(实施) of the work plan and their supporting staff: their credentials, expertise, and qualiation.,E. Budget,A central item in most proposals . Budget the cost
16、carefully Provide the imformation as accurately as possible. Break down the costs in detail.,3.Conclusion,This is your last chance to persuade clients to accept your proposal. Restate the merits of proposal very briefly, stress your companys main strong points, emphasize the benefits. You should be assertive, assuring and confident.,Request for proposals(RFP),What is the RFP?,RFP stands for “request for proposals”, which is a letter or memo issued by a comapny or government agency that invi
