Page 63 - Writing Winning Business Proposals

54 Writing Winning Business Proposals

Logics Worksheet Cell 6

Expected Benefits (B) “What benefits will accrue to the prospect
as/after the desired result(s) are achieved?”
Benefits from Benefits from Benefits from
Gaining Insight Having a Plan Implemented Plan (measurable
(nonmeasurable) (nonmeasurable) and nonmeasurable) red

‡ The right “road map” for ‡ More cost-effective
providing additional capacity to operations
ensure meeting objectives related ‡ Improved product quality
to cost, quality, and service ‡ Improved service levels
‡ Maintained/increased market
‡ An operations strategy that
1) List optimizes landed cost and share
customer service ‡ Continued good reputation of
ABC at Consolidated
‡ Internal agreement on an green ‡ Continued autonomy
expansion plan ‡ Increased productivity
3) Align 2) Expand ‡ Protected compensation levels
‡ A convincing, thorough, and ‡ Better flexibility for
credible financial request to implementing business and
Consolidated
green marketing strategies
‡ Decreased maintenance costs
‡ Higher morale/retention rates
‡ Decreased training costs

omplet
ed
, C
ell 6, c

3.25
FIGURE
FIGURE 3.25 ABC Logics Worksheet, Cell 6, completed
ABC L
orksheet
W
ogics
Your Value Proposition
After all this hard work, you find that your value proposition practically writes
itself. Taking information from the worksheets related to the current situation,
the desired results, and the benefits, you write the following in less than five min-
utes, which also includes the overriding problem’s effects:
ABC’s market forecast indicates that you will exceed manufacturing capacity
in as little as two years, potentially leading to declining quality, deteriorating
delivery performance, and threatened market share. Accordingly, Paramount
Consulting will develop a thorough and comprehensive plan to increase
capacity, providing a solid “road map” ensuring that you meet your objec-
tives related to cost, quality, and service. Subsequent to implementation, we
expect that your operations will be more cost-effective and that your product
quality and service levels will improve, significantly helping you maintain your
standing as Consolidated Industries’ premier division.