Business Communication Business Communication PresentationPresentation Topic: Purpose & Kind of Topic: Purpose & Kind of Proposals.Proposals.

Presented By: Syed Faraz Mehdi RizviMBA-I

What are PROPOSALs?What are PROPOSALs?And when we propose..And when we propose..

Propose: An Act of making a

proposition(suggestion), a declaration, a plan, or a suggestion. For example, an individual may propose or suggest a different course of action than what was initially planned.

It Persuade the reader to do something, to accept your written plan for completing a task. It matters little whether your proposal is a memo or a full document.

Proposals: Are reports written to get products, plans, or projects accepted by outside business or government clients.

Proposal is defined as an Proposal is defined as an agreementagreement between between

two or more parties is constituted by a proposal two or more parties is constituted by a proposal

and an acceptance of it. Although the word and an acceptance of it. Although the word

'proposal' is used in the Act, it probably bears the 'proposal' is used in the Act, it probably bears the

same meaning as same meaning as 'offer''offer' in English law. A in English law. A

proposal is made when one person signifies to proposal is made when one person signifies to

another his willingness to do or to abstain from another his willingness to do or to abstain from

doing anything.doing anything.

Proposal as an Offer:

Before Proposing: Before Proposing: A proposal is a description of the work you will complete on a project. The details included in a proposal depend on the project's scope and who will read the document. Typically, organizations advertise a need for proposals and consulting to their need. For example as an engineer, you may determine that a problem exists, and therefore, propose solutions to an organization. In this case, you must first convince the agency that the problem exists before proposing your solutions.

PURPOSE OF PROPOSALPURPOSE OF PROPOSAL

Proposal Describe problems and offer solutions to them. The purpose in submitting a proposal is to offer a plan(s) for solving a problem accepted and, in many cases, funded.

What is Aim? To solve the problem(s) and convince the requester by ensuring that such Proposal is all according to its needs.

Where Proposals can be written Where Proposals can be written For Examples:For Examples:

To sell property, such as airplanes, machine, buildings.

To construct parking structure, building, bridges, water system, etc.

To survey water areas for possible oil fields etc.

Above topics are large in scope, smaller projects are also made known to individual and corporation:

•Preparing international managers for work in Asia.

•Planning and basic research before developing an automobile factory.

•Constructing—as a subcontractor—buildings as part of a large project.

Medium of Exchange. Medium of Exchange. Money is the main medium of exchange, but some firms also barter (offer their services or product for another’s services or product)

What type of Document exactly Proposal is ?

A Technical Document?A Marketing Document?

OrA Sales Document?

The Proposal as a Marketing DocumentThe Proposal as a Marketing Document: :

Marketing is pre-selling.Marketing is pre-selling. If we treat the proposal as a If we treat the proposal as a marketing tool, we’re still trying to prime the client when they marketing tool, we’re still trying to prime the client when they are past the stage where they need to be primed. Now They are past the stage where they need to be primed. Now They want to buy. want to buy.

“Marketing is the process of influencing the client in our “Marketing is the process of influencing the client in our direction. When we market the client, we are priming her for the direction. When we market the client, we are priming her for the sale. It does not include the proposal.”sale. It does not include the proposal.”

Some people says that purpose of a proposal is to explain a Some people says that purpose of a proposal is to explain a technical solution technical solution to a client’s problem. if it is mainly a technical to a client’s problem. if it is mainly a technical document, we will spin out all sorts of document, we will spin out all sorts of technical specifications and technical specifications and

jargonjargon—stuff that the —stuff that the clientclient is simply not interested in at this is simply not interested in at this stage. We will focus on technical details without linking them to stage. We will focus on technical details without linking them to specific needs the client has in wanting those details. And the specific needs the client has in wanting those details. And the document will likely read like a document will likely read like a technical reporttechnical report, which can be the , which can be the kiss of death.kiss of death.

Technical Document:

——a a sales documentsales document. And If you treat it as anything . And If you treat it as anything else, you risk not else, you risk not achieving the objective of the proposalachieving the objective of the proposal, , which is to convince the client that they ought to award which is to convince the client that they ought to award the contract to you. Or, in other words, to buy the the contract to you. Or, in other words, to buy the product or service you are selling.product or service you are selling.

Sales Tool:Our proposal is a sales tool. It’s where we present the strongest, most compelling arguments for selecting our firm, in the form of clear and direct benefits to the client. In our proposal we present our solution to what we have learned over the marketing phase about what the client needs and wants. In the marketing phase we have tried to persuade the client that we have the skills and the ability to bring them to bear on the job. In the proposal we must make the sale.

What exactly a proposal is?

Writing a winning proposal means that we use the right tools at the right time for the right purpose. And when the client is ready to buy, we need to be ready to sell. 

Types of Proposals:Types of Proposals:

Internal Proposals:

External Proposals:

Solicited Proposals:

Unsolicited Proposals:

External Proposals:External Proposals: Are written to Are written to audiences outside audiences outside of our own of our own

organization. Are usually written in a format similar to a organization. Are usually written in a format similar to a reportreport. Which May be preceded by an Executive Summary . Which May be preceded by an Executive Summary and a response to a and a response to a RFPRFP(Request for Proposal) (Request for Proposal) RFQRFQ( Request for Quotation ( Request for Quotation or IFBor IFB(Invitation for Bid). (Invitation for Bid). Proposals in response to RFPs are seldom less than 10 Proposals in response to RFPs are seldom less than 10 pages and sometimes reach 1,000's of pages.pages and sometimes reach 1,000's of pages.

Internal Proposals:

Are written within an organization to request or implement a change. Usually as a request of policy changes or approval for funds and submitted as Memos to superiors. 

Solicited Proposals:

Are written in response to a request for a proposal. Are usually written according to close specifications dictated by the audience.

Unsolicited Proposals:

Are initiated by the organization that is attempting to obtain change or funding. These proposals are designed to convince the audience that the change or funding is in the best interest of both parties.Solicited or unsolicited submission by one party to supply (or buy) certain goods or services to (or from) another. Unlike an offer, a proposal is not a promise or commitment but, if accepted by the other party, its proposer is expected to follow through and negotiate for the creation of a binding contract. If submitted in response to a request for proposals (RFP), it normally constitutes a bid.•Proposals must be designed for perspective client for whom it is prepared.•Clear complete proposals help to establish us and our business as professional organized & reliable.

KINDS OF PROPOSALSKINDS OF PROPOSALS  

There are two kinds of proposals in Classification.

1)Research Proposals:Simply put, a research proposal is

usually academic in nature.

2)Business Proposals: A business proposals is a written

proposal presented from a vendor that is intended to elicit business from a prospective buyer.

Research Proposals:Research Proposals:

•It’s usually academic in nature.•Mostly Academic institutions submit research proposals.•It Addresses a particular project: Academic or Scientific Research. •The forms & procedures are well defined by the field of study.•On the basis of research background significance, methods, and reference.•Research sponsors publish calls for research proposals, specifying the topics into which they fund research and their detailed format requirements. Those sponsors may be governmental, nonprofit or business research foundations.

Business Proposals:Business Proposals:•A business proposal is a written proposal presented from a vendor that is intended to elicit business from a prospective buyer.

•It differ from a business plan.•Business proposals vary in scale and intended audience.

•Business Proposals are designed to identify and target a specific market and deliver custom solutions to the needs of buyers within that market.

Solicited Business Proposal:Solicited Business Proposal:  A corporation or government body is seeking a A corporation or government body is seeking a

business to fulfill a project or complete a task and thereby, business to fulfill a project or complete a task and thereby, allows companies to bid for the project. An open bid is placed allows companies to bid for the project. An open bid is placed on the market with other companies competing for an on the market with other companies competing for an interview spot. The winning candidate is offered the project.interview spot. The winning candidate is offered the project.

Unsolicited Business Proposal:Unsolicited Business Proposal:  At some point, our small business may want to do At some point, our small business may want to do

business with a larger company or forge a joint venture. A business with a larger company or forge a joint venture. A well-written business proposal can win the hearts and minds of well-written business proposal can win the hearts and minds of our target audience.our target audience.If we need to write a business proposal to win a bid, we will If we need to write a business proposal to win a bid, we will need to know the key winning elements of a successful need to know the key winning elements of a successful proposal. Make sure that our proposal stands out in the stack proposal. Make sure that our proposal stands out in the stack of competitor proposals.of competitor proposals.

If we need to write a business proposal to win a bid, If we need to write a business proposal to win a bid, we will need to know the key winning elements of a we will need to know the key winning elements of a successful proposal. Make sure that our proposal successful proposal. Make sure that our proposal stands out in the stack of competitor proposals.stands out in the stack of competitor proposals.

The EndThe End