如何撰寫好的項目建議書英文

DraftingWinningProposals如何撰寫好的項目建議書英文第1頁WhyHaveProposalsBecomeSoImportant?ConsultativesellingmethodologiesIncreasingcomplexityofgoodsandservicesDesiretosellhighNeedtoselltoteamsorcommitteesIncreasinguseofconsultants,especiallyforRFPs如何撰寫好的項目建議書英文第2頁SellinginToday’sEnvironmentTeamdecisionprocessIntensecostpressuresMandateforprovablepositivebusinessimpactStrongercompetitorsCompetitionformind-shareofdecisionmakersFearofchange如何撰寫好的項目建議書英文第3頁HowBroadIstheImpact?Themorepervasivelyasolutiontouchestheenterprise...thehigheruptheorganizationalladderthedecisionwillbemadethelongerthedecisioncyclewillbethegreatertheperceptionofriskthedeepertheanalysisofimpactandvalueandthebettertheproposalhastobe!如何撰寫好的項目建議書英文第4頁What’saProposal?NOTapricequoteNOTatechnicalspecNOTabillofmaterialsNOTacompanyovervieworhistoryTheproposalisasalesdocument--Itspurposeistomovethesaletowardclosure.如何撰寫好的項目建議書英文第5頁TheCiceroPrinciple “Ifyouwishtopersuademe,youmustthinkmythoughts,feelmyfeelings,andspeakmywords.” --Cicero如何撰寫好的項目建議書英文第6頁What’saGoodOne?Clearunderstanding

oftheclient’sproblems,needs,issuesArecommendationforaspecificsolutionEvidenceyou’recompetenttodeliveron-timeandonbudgetAcompellingreasontochooseyourrecommendationoveranyothersOnethatwins!如何撰寫好的項目建議書英文第7頁WhyAreTheseFactorsCritical?Becauseevaluatorslooksatproposalsintermsof:Responsiveness:

AmIgettingwhatIneed?Competence:

Cantheyreallydoit?Costfactors:

Doesthepricingrepresentgoodvalue?如何撰寫好的項目建議書英文第8頁TheTrustEquation如何撰寫好的項目建議書英文第9頁UseYourProposalToMaintainandCreateTrustRapportRiskCredibility1.Restatetheirneeds2.Focusontheirgoals3.Avoidjargon4.Avoidcliches5.Positivetone1.References2.Casestudies3.Teammembers4.Projectplan5.Professionalismofyourproposal1.Warranties2.Alloftherapporttechniques3.Allofthecredibilitybuilders如何撰寫好的項目建議書英文第10頁StructureIstheKeyYourgoal:PresenttherightinformationPresentitintherightorderCreatetherightimpression如何撰寫好的項目建議書英文第11頁Unfortunately,mostsalespeople

hate

proposalwriting

Andtheresultsusuallyreflectthatfact!Besides…whowantsagoodsalespersoninfrontofamonitorinsteadofaprospect!?如何撰寫好的項目建議書英文第12頁TypicalMethodsofEscaping...DataDumpsCompanyHistoryCloning如何撰寫好的項目建議書英文第13頁The“SevenDeadlySins”Failtofocusontheclient’sbusinessproblemsNopersuasivestructureDifficulttoreadbecausethey’refullofjargonToolong,overlydetailed,tootechnical,disorganizedInconsistentinappearance,content,orpricingInaccurateorincompleteCredibilitykillers--misspellings,grammarmistakes,etc.如何撰寫好的項目建議書英文第14頁TheProposalMustBeClient-CenteredFocusesoncustomer’sneeds,goalsRecommendssolutionstobusinessproblemsAnalyzespayback,ROI,impactonbusinessIntegratesvalue-addedofferingsintostrategyFocusesonproduct,technology,companyhistory,etc.Describesproducts,featuresLine-itempricingNocontrollingstrategy

Client-Centered Product-Centered如何撰寫好的項目建議書英文第15頁KeyContentAreasofWinningProposalsStrongBusinessCase:CoverletterTitlepageExecutivesummaryROISolutionsandSubstantiation:SolutionindetailPricingValue-addedcom