This article has been produced to describe extracts from the ebook proposal writing the smart way. To give you a better understanding of what it contains and why it is the only resource you will ever need for learning how to write a business proposal – the smart way.
The contents list is very comprehensive and the book teaches that preparation activity starts even before you begin to write an unsolicited proposal or have received the ITT, RFP or RFQ from your customer.
Chapters 1 and 2 teach you how to set up your business proposal writing structure and organization so that when the customer requirement arrives no time is wasted addressing these, when you and your team should be getting to grips with answering the exam question itself.
It teaches the importance of communicating with your team and the most efficient way of doing this. It also describes the roles that are needed within a bid team and how these fit in with preparing and writing a business proposal.
It says how bid managers setup and manage the writing, reviewing, production and delivery of a proposal and describes the potential traps and pitfalls to be avoided.
Chapters 3 and 4 detail how to work effectively with a bid team to maximize value added content generation and minimise time wasted.
The ebook takes the student through a very thorough 5 step business proposal planning process, which guarantees that every requirement the customer has is addressed in the proposal and that answers are:
a. where the assessors expect to find them
b. underpinned by evidence supporting your company solution and capability.
The eBook teaches students how to generate the ideal business proposal format for every opportunity, including the importance of the executive summary.
The student also learns how to identify and prioritise customer hot buttons and how to exploit these by developing both overall and individual section win themes. Win themes allow you to stress the benefits of your offering and how it addresses customer hot buttons. They also allow you to make favourable comparison against competitor solutions: weakening their position.
Proposal planning culminates in teaching students how to develop an annotated mock up, or storyboard, where every single element of the final proposal is planned in, for later fleshing out by authors and others in the bid team.
Chapters 5 and 6 address the techniques used to write the business proposal and make it easy to read and understand and make it compelling reading for an assessor. This includes effective use of language and extensive use of graphics to make reading easy and to get your message across concisely.
Section 7 deals with the range of reviews that can be used to ensure the proposal remains on track and answers the question asked in a succinct way, with appropriate evidence. The range of reviews typically used is described in detail. But students learn that use of these should be tailored for the job in hand otherwise they become a large overhead and burden on the bid.
Chapter 8 describes the traps and pitfalls associated with publishing and collating hard and soft copy proposals. There are many things which can go wrong. Normally these are small tasks which just get overlooked but which can stop a bid being delivered. Ebook students will learn about these and how to plan to avoid them.
Chapters 9 to 12 teach students to use the ebook effectively and productively by providing self appraisal questions and exercises to consolidate the learning for the market vertical the student operates in.
Not all market verticals operate in the same way but all of them require most of the techniques taught in this ebook. Selling convincingly in writing is the same whichever vertical you are in.
I hope that this short article has provided enough information for you to understand the depth and breadth of information provided by the ebook.