Chapter 23 - Proposals

How Proposals and Reports Differ in Purpose

• Reports
• Persuasive
• Informative
• Proposals
• Explore
• Sell

The Proposal Audience

1. Sell out the problem ( and its causes) clearly and convincingly.
2. Print out the benefits of solving the problem.
3. Offer a realistic, cost-effective solution.
4. Address anticipated objections to your solution.
5. Induce your audience to act.

The Proposal Process

1. Client X needs a service or product.
2. Firms A, B, and C propose a plan for meeting the need.
3. Client X awards the job to the firm offering the best proposal.

Proposal Types

• Classification
• Origin
• Audience
• Purpose
• Origin
• Solicited
• Unsolicited
• Planning Proposal
• Research Proposal
• Sales Proposal

Elements of a Persuasive Proposal

• A Forecasting Title
• Clear Understanding of the Audience's Needs
• A Clear Focus on Benefits
• Honest and Supportable Claims
• Appropriate Detail
• Readability
• Convincing Language
• Visuals
• Accessible Page Design
• Supplements Tailored for a Diverse Audience
• Proper Citation of Sources and Contributors