Page 163 - Writing Winning Business Proposals

Logics Worksheet, Cell 2, “Current Background Section, Story
Background Section, Story
Logics Worksheet, Cell 2, “Current
Situation” Component
Situation”
Component
Triggering Event: ABC’s market Second (and the subject of the
Second (and the subject of the
Triggering Event: ABC’s market
proposed project): As indicated
forecast proposed project): As indicated
forecast
by ABC’s most recent market
Single Overriding Problem: Lack of by ABC’s most recent market
Single Overriding Problem: Lack of
forecast,
capacity forecast,
capacity
product demand will exceed
Effects of the Problem: product demand will exceed
Effects of the Problem:
manufacturing capacity in less
‡ Declining quality manufacturing capacity in less
‡ Declining quality
than three years.
‡ Deteriorating delivery performance than three years.
‡ Deteriorating delivery performance
As a result of this capacity
‡ Increased costs resulting from overtime As a result of this capacity
‡ Increased costs resulting from overtime
shortfall, ABC will likely
and schedule interruptions to meet shortfall, ABC will likely
and schedule interruptions to meet
suffer from declining quality;
“rush” delivery dates suffer from declining quality;
“rush” delivery dates
deteriorating delivery
‡ Threatened ability to maintain/increase deteriorating delivery
‡ Threatened ability to maintain/increase
performance; and the inability
performance; and the inability
market share to increase, much less
market share
to increase, much less
‡ Negative impact on bonuses maintain, its market share.
‡ Negative impact on bonuses
maintain, its market share.
‡ Difficult-to-maintain productivity levels
‡ Difficult-to-maintain productivity levels
‡ Inability to address longer-range, more
‡ Inability to address longer-range, more
challenging improvement projects
challenging improvement projects
‡ Less flexibility for change
‡ Less flexibility for change
‡ Possible increases in third shift
‡ Possible increases in third shift
‡ Additional maintenance costs
‡ Additional maintenance costs
‡ Employee burnout, lower morale, and
‡ Employee burnout, lower morale, and
lower retention rates
lower retention rates
FI GU RE 9 .5 W riting the St or y C omponent (c ont . )
FIGURE 9.5 Writing the Story Component (cont.)

Logics Worksheet, Cell 5, “Desired Background Section, Questions
Logics Worksheet, Cell 5, “Desired
Background Section, Questions
Results” Component
Component
Results”
Planning Desired Result: A Plan for To address its imminent
Planning Desired Result: A Plan for
To address its imminent
increasing capacity to meet the market capacity shortfall, ABC needs
increasing capacity to meet the market
capacity shortfall, ABC needs
forecast answers to important questions
forecast
answers to important questions
Planning Deliverables: like these:
like these:
Planning Deliverables:
‡ Validated market forecast ‡ What opportunities exist to
‡ What opportunities exist to
‡ Validated market forecast
better utilize current
‡ Validated market share and product mix better utilize current
‡ Validated market share and product mix
equipment and space as well
projections equipment and space as well
projections
as new technology?
‡ Specified current equipment and space as new technology?
‡ Specified current equipment and space
‡ What options exist for
utilization ‡ What options exist for
utilization
outsourcing some components
‡ Opportunities to better utilize current outsourcing some components
‡ Opportunities to better utilize current
rather than manufacturing
equipment and space as well as new rather than manufacturing
equipment and space as well as new
them in-house?
technology them in-house?
technology
‡ What potential factory roles
‡ Make versus buy options ‡ What potential factory roles
‡ Make versus buy options
and locations make the most
and locations make the most
‡ Potential factory roles and locations sense?
‡ Potential factory roles and locations
sense?
‡ A detailed implementation plan
‡ A detailed implementation plan
the Questions C
g
FIGURE 9.6 Writing the Questions Component
W
ritin
I
GU
RE
F
omponent
.6
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