Escolar Documentos
Profissional Documentos
Cultura Documentos
PROPOSAL (BUSINESS)
A business proposal is a written offer from a seller to a prospective buyer. Business
proposals are often a key step in the complex sales processi.e., whenever a buyer
considers more than price in a purchase.[1]
A proposal puts the buyer's requirements in a context that favors the sellers products
and services, and educates the buyer about the capabilities of the seller in satisfying
their needs. A successful proposal results in a sale, where both parties get what they
want, a win-win situation.[2]
The professional organization devoted to the advancement of the art and science of
proposal development is the Association of Proposal Management Professionals.[3]
TYPES OF PROPOSALS
There are three distinct categories of business proposals:
Formally solicited
Informally solicited
Unsolicited
Formally solicited proposal:
these requests, hoping to shape the eventual formal solicitation toward their products or
services.[1]
Informally solicited proposal
Informally solicited proposals are typically the result of conversations held between a
vendor and a prospective customer. The customer is interested enough in a product or
service to ask for a proposal. Typically, the customer does not ask for competing
proposals from other vendors. This type of proposal is known as a sole-source proposal.
There are no formal requirements to respond to, just the information gleaned from
customer meetings. These proposals are typically less than 25-pages, with many less
than 5 page.
Unsolicited proposal
Unsolicited proposals are marketing brochures. They are always generic, with no direct
connection between customer needs or specified requirements. Vendors use them to
introduce a product or service to a prospective customer. They are often used as "leavebehinds" at the end of initial meetings with customers or "give-aways" at trade shows or
other public meetings. They are not designed to close a sale, just introduce the
possibility of a sale.x
COMPONENTS
Formally solicited proposal
1. Requirements Matrix, which matches customer requirements with the paragraph
and page numbers of where those requirements are addressed in the proposal
2. Executive Summary, which outlines the primary benefits of the vendors's
solutions to the customer's requirements
3. Technical Volume, which demonstrates how each requirement will be met
4. Management Volume, which describes how the program will be managed
5. Cost Volume, which provides all costing data, as well as implementation plans
and schedules[1]
Informally solicited business proposal
1.
2.
3.
4.
5.
6.
Increasingly, the term proposal management is being used to suggest that engagement
with the proposal process is important to more than just the sales team, and should also
affect those working in marketing, legal, and sales.
There is also an increasing trend towards using proposal management software that
allows users to quickly and easily create proposals, collaborate with team members,
track and analyze customer engagement.
WRITING PROPOSAL
Writing a successful proposal can be made easier through the development of a
proposal checklist that contains the necessary standardized information that is typically
contained in 80% of all of your sales proposals. This makes it much easier for the
proposal writer to build a shell and then research the roughly missing 20%. For example
the Company Name, Mission Statement, History, Qualifications should remain the same
for most proposals leaving the Pricing section and specific Product and Service options
specific to the customer to be customized for the current target customer.
BUSINESS CLAIMS:
Claim letters are used to make claims due to unsatisfactory work or products by
companies that have contracted another party to complete work. For example, if a
company outsources production of a part required for a final product and is unsatisfied
with the contractor's work, that company will write a claim letter to demand superior
products. As such, claim letters have a very formal and serious tone. Use the suggested
phrases and model letter below to model claim letters for use in your own business
activities.
Claims and responses have relevance when dealing with
Suppliers
Clients
Shops and companies
Insurance industry
Banking(credit rating/cards etc)
When a claim is made, means something has gone wrong
While responding, there are three goals
1) Rectify wrong, if one exists
2) Regain confidence of customer
3) Promote future business and goodwill
While Making a Claim keep the following points in mind:
Uncommon for companies to make refunds
Claim for refund need some persuasion
Follow the inductive approach. Begin by making out a case for refund
Express expectations only after making out a case
If complying with claim do not begin with negative statement
Begin with good news
Be enthusiastic, not grudging, when granting a claim
Negative words suggest blame and fault, avoid them to build customer goodwill
CLEAR
Give a clear explanation of what has gone wrong
Full information
Inconvenience caused
PRECISE : be accurate with your words
COURTEOUS : well mannered and polite words to be used
PERSUASIVE
Inductive
Deductive
DO NOT
BE SARCASTIC
ACCUSE
THREATEN
WHILE RESPONDING CLAIMS
Promptness
Personalize
Empathize
Thank the customer for bringing to your notice
If claim is reasonable, offer adjustment graciously
Indicate preventive measures
If claim is unreasonable, give reasons why you are refusing / partially accepting
Positive response direct, deductive, promotional
Negative response indirect, stick to facts & explain reasons, inductive, avoid
emotions, avoid negative words or words with negative connotations:
SANDWICH APPROACH (open on positive note, give bad news, close on
positive thought)
WHILE GRANTING A CLAIMS:
Good news, so direct strategy
Subject line: identify the previous correspondence
Opening: grant the request /announce the adjustment immediately
Body: provide details about compliance, follow with supporting details, explain
circumstances, try to regain customers confidence
Closing: end positively with forward looking thought, express confidence in future
relations, avoid referring to unpleasantness
Instead of reviewing what went wrong, present the good news immediately.
Companies grant claims to show that they stand behind their products.
Apologize or not is an ongoing debate.
WHILE REFUSING A CLAIM: