Business-proposals(商业建议书格式).ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,#,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,#,Business Proposals,商业计划书,1,Contents,2,Internal business proposals,3,External,business proposals,4,The text of proposal,5,Request for proposals,1,Introduction about,business proposal,2,What s the business proposal?,A business proposals is one kind of analytical report,written to persuade the reader to follow a plan or course of action to solve a problem,to provide services,or to sell or buy a piece of equipment.,3,Classification of Business Proposals,Solicited,:,During a meeting,your supervisor thinks what,you said sounds interesting and wants you to,write it up so that he(or she)takes it to the Board,meeting for consideration.,Unsolicited:,You decide on your own to submit even though,no one has asked you to do so.,4,Internal business proposals,Introduction,Body,Conclusion,5,Introduction,In this part,you must state clearly what problems exits and,convince your readers that the solution you are proposing is,needed urgently.,You should address the problem directly at the beginning.,In other words,when you find the problems about the,project,you can point it out and put forward the suggestions,directly.,6,Body,Describing the solution in detail,the approach you will adopt,the equipment you will use,the working schedule,the expertise and qualifications,credentials of the personnel who will carry out the plan,Estimating the cost breakdown,7,Conclusion,Reforming that the proposal will solve the problem,Expressing the confidence to carry out the plan,Offerring to discuss the proposal in detail face to face the reader,Providing additional information if necessary,8,External business proposals,a.External businss proposals vary in length and format,depending on the nature of the proposals.,b.Many external proposal are typically longer,more fomal manuscript reports,containing many of the components of formal reports.,9,c.The difference lies mostly in the text althrough a few of the prefatory parts are also different.A proposal is a highly presuasive document.,d.Most exteral proposals have few supplementary parts,but they occasionally contain an appendix.,10,Prefatory part,(1)Copy of the RFP,RFP stands for”request for proposal”,(2)Letter of transmittal,Somtimes callled a“cover letter”,You should present the major features and merits of your proposal,offer to provide additional information,and ask for action.,Use a conversational tone in letter of transmittal.,11,(3)Executive summary,Summarizing the major points of the proposal,which allows busy managers to grasp the essentials of the proposal so as to make a decision.,You should use a formal tone in the executive summary while you tend to be informal when you write the letter of transmittal.,12,The text of proposal,If you are writing an unsolicited proposal,you can arrange the text the way you like.,When you write a solicited one,the organization of a solicited proposal is specified by the request for proposal.,All the proposals submitted by different companies are similar in form.,13,1.Introduction,I,f not you should mention any factors that have led you to submit the proposal.,Y,ou can briefly,review the clients situation,and,state their problems,.,Your job is to convince potential clients the problems do exist and they will certainly,be better off,if they take your advice.,Hightlight the major points,in your proposal,showing the clients that your proposal,can solve their problems,.,14,2.Body,There are five points in this part:,A.,Provide specific information,B.Give details of proposal cautiously,C.Describe how to carry out the plan and how long,D.People in charge of the implementation,E.,Budget,15,A.Provide specific information,T,o convince the clients that the proposal has merits,you should focus on,the strengths of your product,or service in relation,to the clients need.,For example,if clients primary need is to reduce operating costs,you may put emphasis on how efficient your system is and how it saves energy and labor.,16,B.Give details of proposal cautiously,You have to disclose enough to convince the clients that your proposal is the best,but you certainly do not want to reveal too much of the design or know-how.,17,C.Describe how to carry out the plan and how long,For each phase of the work plan,decribe the steps,you will take and the methods and resources you will use.Give the,specific date,on which a certain portion of the work will be finished.,18,D.People in charge of the,implementation,You need to provide the information about the people in charge of the implementation(,实施,)of the work plan and their supporting staff:their credentials,expertise,and qualiation.,19,E.Budget,A central item in most proposals.,Budget the cost carefully,Provide the imformation as accurately as possible.,Break down the costs in detail.,20,3.Conclusion,This is your last chance to persuade clients to accept your proposal.,Restate the merits of proposal very briefly,stress your companys main strong points,emphasize the benefits.,You should be assertive,assuring and confident.,21,Request for proposals(RFP,),What is the RFP?,RFP stands for“request for proposals”,which is a letter or memo issued by a comapny or government agency that invites competing companies to bid for a business opportunity,which may a project or a large amount of purchase.,22,Request for proposals(RFP),An RFP contains the following information:,Issuing company background,Project to be undertaken,Personnel to be contacted,Bidding compangys,（投标公司）,qualificactions,Evaluation of proposals,23,Request for proposals(RFP),Steps about the RFP:,First,you should describe clearly your requirements.,Second,you should know your requirements are feasible.,Third,you should state clearly your evaluation criteria.,Last,you must speak one voice in the RFP.,24,A sample RFP in letter format,P.O.Box 20,Donghua University,15,Zhonghua Rd,Beijing,China 100011,Dear Sir or Madam:,Penghua International College is accepting proposals from .The following are a description of our College,the services needed,and evaluation criteria,（标准，条件）,.,State the current situation,P,132,25,Background of Penghua International College,Penghua International College is a joint undergraduate .the joint educational organization(,联合教育组织,)to do so.The College has not completed any financial report before and this is the first time to cooperate wit an accounting firm.,Issuing company baxkground,P,133,26,Services to Be Performed(,执行,),Your proposal is expected to cover the following services:,Annual audit to be completed in compliance with .accounting practice,Contacts,（联系人，联系方式）,The following are key contacts for information you may seek in preparing your proposal.the completed proposal to my attention at the above address.,Personnel to be contacted,P,133,27,Your Response to This Request for Proposal,In responding to this request,，,we request the following information:,Detail your firms experience in providing auditing and consulting to companies and schools.the firms response to the letter of comments if there is any.,Bidding compangys qualifications,P,133,28,Evaluation of Proposals,The College will evaluate .The College will also consider the fee you propose to charge and the technology you may use.,Sincerely yours,Mary Lee,Assistant to Chief Accountant,Evaluation of proposals,P,134,29,Thank you for,listening,30,