Page 177 - Writing Winning Business Proposals

168 Writing Winning Business Proposals

Task 1: Confirm Business Direction
A clear understanding of your company’s business, mission, and
P–slot
(Why?) current and future direction is key to the success of this project. This
understanding establishes the context within which all further
assessments are made and recommendations are developed.

Therefore, we will review all relevant materials concerning your
company’s mission and basic strategy. After interviewing members
I–slot of the board and senior management, we will know exactly how
(How?)
ABC’s basic mission and strategies compare with those of similar
entities elsewhere.

As a result of completing this task, the project team will clearly
understand your business direction and underlying strategies, senior
P–slot management issues and perspectives, and major areas of focus for
(What?) the balance of the project. We will document the results of the task
in a summary presentation and review it with you to ensure a
common base of understanding.

I
GU
sk lev
el
a
a
t the t
F FIGURE 10.6 PIP at the task level

PIP
1
0.6
RE
(The opening P-slot is
Task 1: Do X
spoken.)
Body I-slot

“So-What?” Box Closing P-slot

tion s
sing PIP in a pr
l
de
i
esenta
10.7

FIGURE 10.7 Using PIP in a presentation slide
U
FIGURE
Why aren’t the tasks PIP-ed in many if not most of your proposals? I can think
of three reasons: