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How To Structure A Business Proposal

Structure A Business Proposal

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The key to writing a good business proposal is satisfying the needs and requirements from the request for proposal (RFP). The basic structure of your proposal should include an executive summary, followed by all of your supporting/backup information.

When the customer is reading your business proposals they may only get as far as the initial executive summary. Therefore this section needs to be very punchy and include details of the exact approach and delivery techniques you use for executing their new business ideas. You want to make sure it satisfies all the key requirements detailed in their RFP. This is not an opportunity to promote extraneous information which the customer may not be interested in.

The remainder of the document (i.e. the second section) includes all the supporting data and information. It should highlight who will actually perform the work, the management techniques being used, the list of work activities that need to be done, initial costing analysis, delivery expectations, production approaches, reporting techniques and monitoring/evaluation criteria.

It is commonplace these days to include an appendix section for any in-depth data. This is often done for including lists of who will do the work or in-depth cost information. You should always realize that many executives reading the business proposal will only get as far as the executive summary. Therefore each section needs to be lead on from the next and stay as concise as possible.

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With an initial draft of the business proposal complete you should then use the evaluation criteria (in the RFP) to establish its current score. This will give you a baseline on which to improve further drafts. With this in mind, you should always be trying to get rid of generalities or global truths. Always focus back on the needs/benefits which the customer is looking for and explain clearly how your company’s the right one for completing this work.

The ins and outs of Guerilla marketing

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Business today is competitive.  There may be hundreds of known competing companies that have been around much longer than your business.  How do you compete with such giants in the business world when you don’t have nearly a fraction of the advertising budgets that they utilize?  Well, for one, you use guerilla marketing tactics.  Guerilla marketing is a great term that describes unconventional marketing tactics that are born more of thought, planning, manpower, and work, than large amounts of money.  Guerilla marketing is an interesting form of marketing because instead of depending on a lot of money, its success depends on the ability to manipulate human psychology.

Think about it.  You are pelted by advertisements from the moment you start reading your morning paper to the moment you fall asleep watching TV.  Many people have learnt to tune out advertisements in the newspaper, on bill boards, and even on TV.  Guerilla marketing uses unique methods of advertising that appeal to a person in completely different way.  Instead of focusing on statistics and the masses, guerilla marketing examples reiterate the importance of targeting individuals and their thinking patterns.

An example that illustrates this point can be found in the power of a simple referral.  One guerilla marketing tactic that is used wisely by many small companies is the act of fishing for referrals from already loyal customers.  One loyal customer is worth a lot more than you might think, because he or she can lead you to ten other loyal customers.  Each of those in turn can lead to you ten more if you know how to utilize the power of referrals.  Use your employees with good customer service skills to start tapping into the referral power of your regular customers and you will find that they will lead you to a wealth of potential you didn’t even know was there.

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