Page 25 - Writing Winning Business Proposals

16 Writing Winning Business Proposals

WORK SESSION 1: Proposal Opportunity at the ABC
Company, a Division of Consolidated Industries

See Figure 1.2 for the instructions for this chapter’s work session.

To: You, The Reader
To:
You, The Reader
From: Your Potential Client
From:
Your Potential Client
Subject: Work Session 1
Subject: Work Session 1
Before I take you to the next chapter, I need to introduce you to this first of
Before I take you to the next chapter, I need to introduce you to this first of
10 work sessions that will help you think about and apply the concepts
10 work sessions that will help you think about and apply the concepts
discussed throughout this book.
discussed throughout this book.
Fortunately, you won’t have to do the work; the work sessions take you
Fortunately, you won’t have to do the work; the work sessions take you
through the paces. You only have to pretend to watch yourself work and
through the paces. You only have to pretend to watch yourself work and
think about what you’re doing. It won’t be this simple in the real world, but
think about what you’re doing. It won’t be this simple in the real world, but
understanding these work sessions will make it far easier.
understanding these work sessions will make it far easier.
Each of the work sessions is based on the ABC Case in Appendix A,
Each of the work sessions is based on the ABC Case in Appendix A,
which you should read for this session. Please do not be concerned if the
which you should read for this session. Please do not be concerned if the
case relates to a business situation unfamiliar to you. Understanding the
case relates to a business situation unfamiliar to you. Understanding the
technical aspects of the case’s situation is not a prerequisite to
technical aspects of the case’s situation is not a prerequisite to
understanding the strategies used in subsequent work sessions to prepare
understanding the strategies used in subsequent work sessions to prepare
a winning proposal. In subsequent chapters, I will refer to the work
a winning proposal. In subsequent chapters, I will refer to the work
sessions and the proposal that gets written piece by piece throughout
sessions and the proposal that gets written piece by piece throughout
them. So don’t skip these sessions! To internalize this book’s concepts,
them. So don’t skip these sessions! To internalize this book’s concepts,
you need to read the work sessions in order.
you need to read the work sessions in order.
You might not always agree with the analyses in the work sessions or with
You might not always agree with the analyses in the work sessions or with
what “you” decide to include or not include in the proposal. In fact, I
what “you” decide to include or not include in the proposal. In fact, I
encourage you to disagree, to consider other alternatives, perhaps even
encourage you to disagree, to consider other alternatives, perhaps even
better strategies. But please, let’s not debate the technical aspects of the
better strategies. But please, let’s not debate the technical aspects of the
case. I’ve simplified it somewhat for the purpose of this book, which is to
case. I’ve simplified it somewhat for the purpose of this book, which is to
discuss proposal strategy and development rather than the technical
discuss proposal strategy and development rather than the technical
aspects of the ABC situation.
aspects of the ABC situation.
Remember, there is no Right Answer, no rules, only some possible
Remember, there is no Right Answer, no rules, only some possible
guidelines and a set of possible alternatives at every juncture. Some
guidelines and a set of possible alternatives at every juncture. Some
alternatives may be better than others, depending on your analysis of the
alternatives may be better than others, depending on your analysis of the
specific selling situation, its history, its magnitude and importance, your
specific selling situation, its history, its magnitude and importance, your
relationship with the buying committee and your competition, and other
relationship with the buying committee and your competition, and other
situational factors discussed throughout this book.
situational factors discussed throughout this book.
FI GU RE 1 . 2 I nstr u ct i o ns fo r w o rk sessi o n 1
FIGURE 1.2 Instructions for work session 1