Where to Begin精选.pdfVIP

1 Where to Begin Opportunities and Pitfalls Types of Proposals Internal Proposals Solicited Proposals Unsolicited Proposals Sole-Source Contracts Request for Information and Request for Quote Four Key Questions Your Planning Process Your Company Mission Your Business Plan Your Marketing Plan Summary of the Planning Process Locating New Business Government and Private Agencies/Nonprofi t Groups Industry Sources Networks Which Jobs to Target Management Responsibility Bid-Decision Criteria When Not to Write a Proposal Characteristics of a Winning Proposal 2 Handbook for Writing Proposals Nicolle Herras, a manager at Integrated Medical Systems, studied a request for proposal that had arrived on her desk that morning. Everett Hospital, a local care facility, had a growing number of patients who did not speak English. The hospital staff was having trouble fi nding translators for all the different languages the patients spoke. This lack of communication resulted in poor treatment and follow-up efforts. The hospital management was seeking a high-tech solution to the problem. Ms. Herras called her boss, Mr. Hardin Tagore, and told him about the request. “Mr. Tagore, this is right in line with our revised company mis- sion to develop interactive communication interfaces. We’ve got the systems, expertise, and databases to solve their problems. And I think we have an excellent shot at follow-up projects working with their satellite care facilities. Our competitors wouldn’t be able to offer as complete a package.” “I know Everett’s IT director,” Mr. Tagore said. “He’s wanted to update their in-house and external communication facilities for some time. Let’s meet later this week after I get a bid/no-bid deci- sion on this RFP. Meanwhile, see if you can put together a good proposal team.” Ms. Herras had only one reservation