如何撰写好的项目建议书（英语版）

无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台DraftingWinningProposals无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台WhyHaveProposalsBecomeSoImportant?ConsultativesellingmethodologiesIncreasingcomplexityofgoodsandservicesDesiretosellhighNeedtoselltoteamsorcommitteesIncreasinguseofconsultants,especiallyforRFPs无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台SellinginToday’sEnvironmentTeamdecisionprocessIntensecostpressuresMandateforprovablepositivebusinessimpactStrongercompetitorsCompetitionformind-shareofdecisionmakersFearofchange无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台HowBroadIstheImpact?Themorepervasivelyasolutiontouchestheenterprise...thehigheruptheorganizationalladderthedecisionwillbemadethelongerthedecisioncyclewillbethegreatertheperceptionofriskthedeepertheanalysisofimpactandvalueandthebettertheproposalhastobe!无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台What’saProposal?NOTapricequoteNOTatechnicalspecNOTabillofmaterialsNOTacompanyovervieworhistoryTheproposalisasalesdocument--Itspurposeistomovethesaletowardclosure.无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台TheCiceroPrinciple“Ifyouwishtopersuademe,youmustthinkmythoughts,feelmyfeelings,andspeakmywords.”--Cicero无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台What’saGoodOne?Clearunderstandingoftheclient’sproblems,needs,issuesArecommendationforaspecificsolutionEvidenceyou’recompetenttodeliveron-timeandonbudgetAcompellingreasontochooseyourrecommendationoveranyothers无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台WhyAreTheseFactorsCritical?Becauseevaluatorslooksatproposalsintermsof:Responsiveness:AmIgettingwhatIneed?Competence:Cantheyreallydoit?Costfactors:Doesthepricingrepresentgoodvalue?无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台TheTrustEquationTrust=RapportxCredibilityRisk无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台UseYourProposalToMaintainandCreateTrustRapportRiskCredibility1.Restatetheirneeds2.Focusontheirgoals3.Avoidjargon4.Avoidcliches5.Positivetone1.References2.Casestudies3.Teammembers4.Projectplan5.Professionalismofyourproposal1.Warranties2.Alloftherapporttechniques3.Allofthecredibilitybuilders无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台StructureIstheKeyYourgoal:PresenttherightinformationPresentitintherightorderCreatetherightimpression无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台Unfortunately,mostsalespeoplehateproposalwritingAndtheresultsusuallyreflectthatfact!Besides…whowantsagoodsalespersoninfrontofamonitorinsteadofaprospect!?无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台TypicalMethodsofEscaping...无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台The“SevenDeadlySins”Failtofocusontheclient’sbusinessproblemsNopersuasivestructureDifficulttoreadbecausethey’refullofjargonToolong,overlydetailed,tootechnical,disorganizedInconsistentinappearance,content,orpricingInaccurateorincompleteCredibilitykillers--misspellings,grammarmistakes,etc.无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台TheProposalMustBeClient-CenteredFocusesoncustomer’sneeds,goalsRecommendssolutionstobusinessproblemsAnalyzespayback,ROI,impactonbusinessIntegratesvalue-addedofferingsintostrategyFocusesonproduct,technology,companyhistory,etc.Describesproducts,featuresLine-itempricingNocontrollingstrategyClient-CenteredProduct-Centered无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台KeyContentAreasofWinningProposalsStrongBusinessCase:CoverletterTitlepageExecutivesummaryROISolutionsandSubstantiation:SolutionindetailPricingValue-addedcomponentsTeammembersSpecialDataandAppendices–Nextsteps–References–Successstories–Uniquenessfactors无忧资源：中国最大最全的资源下载网教育新天地：中国最大的学习培训咨询平台PersuasiveStructure:FourSteps