Page 242 - Writing Winning Business Proposals

APPENDIX A

Paramount Consulting’s

Proposal Opportunity at

the ABC Company

A Case Study

Dramatis Personae
Stan Gilmore, your boss and a partner at Paramount Consulting
Ray Armstrong, President of ABC Company
Anil Gupta, ABC’s Vice President of Operations
Marcia Collins, ABC’s Vice President of Marketing
Paul Morrison, ABC’s Chief Industrial Engineer
Frank Metzger, ABC’s Plant Manager

February 1: The First Contact

Stan Gilmore, a partner in Paramount Consulting responsible for the firm’s
manufacturing practice, just received a letter from Anil Gupta, Vice President
of Operations for the ABC Company, a division of Consolidated Industries. The
letter states that ABC manufactures and markets a line of major household and
commercial appliances, has annual sales of more than US$19B dollars, and has
enjoyed a consistent record of growth. Future growth, however, might be cur-
tailed by insufficient manufacturing capacity. ABC, the letter continues, wants
to engage a consulting firm to help it answer its questions about manufactur-

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