FundamentalsofProposalWriting©2001Accenture.AllRightsReserved.2VB4089s•AnalyzingtheWritingSituation•DesigningtheProposal•WritingItContents©2001Accenture.AllRightsReserved.3VB4089sOnceyoudecidetowriteaproposalyouneedtoanalyzethewritingsituation,designtheproposalandthenwriteit.•Whatistheobjective?•Whatisthesubject?•Whoistheaudience?Analyzethewritingsituation1Designtheproposal2•Whatshouldyouputin?•Whatordershoulditbein?•Howshoulditlook?Writeit3•Whatcanyoudotobeheard?•Canbeginningsandendingsbeinteresting?•Doyouneedtoedit?•Whataboutqualityreviews?ClicktoeditMastertitlestyleSecondlineherePresenter’snamePresenter’stitleordate©2001Accenture.AllRightsReserved.4VB4089sFirst,determinewhatistheobjectiveoftheproposal.•Simplyraiseawarenessanddiscussatopic•Tosellanideaorproject•Torecordagreementonworktobedone•Topresentaworkplan•Other…©2001Accenture.AllRightsReserved.5VB4089sNext,analyzeyouraudience.•Howmuchdoyourreadersknowaboutthistypeofproject?•Howmuchdotheywantorneedtoknow?•Howcloseaworkingrelationshipshouldyououtline?•Howmuchcontrolwilltheywant?•Howworriedaretheyaboutcosts?•Howdotheyseetherelationshipwithyourgroup?•Anyissuestoosensitivetomentiondirectly?©2001Accenture.AllRightsReserved.6VB4089sYou’llneedtochooseaformatanddecideonlengthandlevelofdetail.Options?•Letter•PowerPointpresentation•Report—fullyarticulated•AnsweringanRFP•Other©2001Accenture.AllRightsReserved.7VB4089sMostproposalscontainkeyelementsthatdemonstrateyourunderstandingoftheproblemandhowyouwouldgoaboutsolvingit.Note:Youmaychoosetodiscusscostsseparately,onceyousellyourideaanditsbenefits.DescriptionDiscussesindustryandrelativebusinesssituation,restatesproblem(s)/situationAnalyzestheproblem/situationandkeyquestion(s)facingthecompany—maybrieflydescribecompanygoalsOutlinesprimaryobjectivesoftheprojectanditsscope(functionalareas,businessunits,etc.)Setsouthowyouwilladdresstheproblem(s)andwhatprimaryproductofprojectwillbeforeachphase/segmentPresentsquantitativeand/orqualitativebenefits(tangibleandintangible)ExplainsschedulingandcostsDiscussesprojectstaffingPresentsprojectteamresumes,additionalcredentials,casestudiesofpreviouswork,examplesofthoughtleadership,sampledeliverables,etc.SectionOverviewoftheProblemBackground/SituationProblemDiscussionOverviewoftheProjectObjectivesandScopeApproachandDeliverablesAnticipatedBenefitsTimingandCostsProjectTeamAppendixProjectCredentials/Resume/Other©2001Accenture.AllRightsReserved.8VB4089sElementsofBackground/SituationIt’simportanttodemonstratetotheprospectthatyouclearlyunderstandtheirbusinesssituation.ElementIndustryDiscussionProspectSituationDiscussionKeyQuestion(s)FacingProspectDetailSummarizeinsightsonindustryandprospect’sposition•Reiterateprospect’smajorproblem(s)•Presentadditionalrelevantinformationaboutprospect,orsimilarsituationsfacedbyourclients•Reassureprospectthatweunderstandissues•AnticipateandaddressquestionsprospectmayhaveaboutAccenture/clientinteractionortheprojectingeneral©2001Accenture.AllRightsReserved.9VB4089sFurther,thatyouarefamiliarwiththesituationandcanofferinsightsevenatthispoint.ElementsofProblemDiscussionElementDetailProblemDiagnosisBreakproblemdownintoissuetreeOtherRelevantWork•Highlightcriticalissues•IdentifyanalysesneededtoaddresssituationHypothesisGeneration•Provideanalogiesofothercompanies/industriesthatgiveinsightintoyourcompany’ssituation•Outlinepossibleprojectapproach(s)tosolvethesituation,recommendonebasedonexperience©2001Accenture.AllRightsReserved.10VB4089sBackground/situationshouldonlyincludewhatisessentialtounderstandthesituation.•Needtounderstandhowprospectcametohaveproblem/question•Shouldtellthereaderinstoryformwhathealreadyknowsorcanbeexpectedtoknowandremindhimofthequestionthisdocumentwillanswer•Generally,keepasshortaspossible•Thebeginningiscrucialtogetthereader’sattentionandtoshowyourinsightintothesituationINTRODUCTION
