Page 83 - Writing Winning Business Proposals

74 Writing Winning Business Proposals

Phase I Phase II
Determine If XYZ should enter the Develop a plan for XYZ’s entering the
market market
• Identify information-service market • Specify actions required for closing
opportunities. the gap between market requirements
• Identify motor carriers’ information and XYZ’s capabilities.
needs. • Specify resources and timing to
• Identify customers’ needs. implement actions.
• Identify competitors’ capabilities.
• Specify capabilities and resources
required to capitalize on market
opportunities.
• Compare XYZ’s capabilities and
resources with market requirements.

T
5.13

om the X
r
e
YZ logic tr
ed ac
he sequenc
f
tions

IGURE
F FIGURE 5.13 The sequenced actions from the XYZ logic tree e
completely down to two levels and only partially, for illustrative purposes, to a
third. Note now how the project is phased, with the project’s objectives used, in
this case, as the titles of the phases.
Because the outline form does not readily reveal logical relationships or logical
inconsistencies (as the logic tree does), you should use the outline form only after
you have constructed your logic tree.
Step 4: Identify and Integrate the Activities Necessary for
Planning and Communicating Your Proposed Actions

In building your logic tree, you must distinguish between actions and activities.
When you take your car in for repairs, you want your mechanic to perform two
very different kinds of tasks. First are those actions directly related to achieving your
objective of fixing or maintaining your car. These are the hands-on procedures to
diagnose and solve the problem. Second are the kinds of tasks related to planning
and communicating. These activities might involve the mechanic calling you when
the car is fixed or calling you if the problem will cost more than was originally esti-
mated. Then you could decide whether to have the car repaired, trade it in, or live
with the problem. Both kinds of tasks—those actions necessary for achieving the