Importance of the up-front work
Use exploration tools
Your own thinking
Brainstorming
Mind maps
Freewriting
Up-front information sources
The proposal package
Briefings
• Pre-briefing
-come to the briefing well prepared
-take key people to the briefing with you
-bring added value to the table
• During the briefing
-listen and ask the right questions
-be careful with assumptions
-know what the budget is
-know the decision maker/s
- ongoing access to the client
-is this a competitive bid?
• Post-briefing
-do you want to do this proposal?
-plan the proposal
-budgeting your time & resources
-what are the deadlines and responsibilities?
-flexibility

Part III -Research

What information do you need?
Where do you find the information?
• Primary sources
• Secondary sources
Specific research requirements
• Talk to the right people
• Talk to experts
• Consider the competition
• Check the regulators
• How can the Internet help you?
• Corporate Intranets
• Other secondary sources
Record the information
Research analysis

Part IV -USP: Your Unique Selling Proposition

Coming up with the right USP
Stand out from the competition
• Give added value
• Involve the team
• Encourage risk taking
Implementing your solution

Part V - Writing up the proposal

Format
Letter of transmittal/Cover letter
Executive summary
Detailed explanation of the proposal
Background information
Why choose you?
Logistics
Budget
Roles and responsibilities
Appendix

Part VI -Other considerations

Read your proposal
Design of the proposal
Presenting the proposal
The importance of follow up
Post mortem if you don’t get it
Last minute tips

Sales letters

What is a sales letter?
Who uses sales letters?
Type of contact
Content
Targeting your audience

Step I -Establishing content & market

What product or service do you offer?
Who is your customer?

Step II -Determining format

The problem/issue/situation that exists in the marketplace
Why your product/service is the answer to resolving the problem/issue/situation
Benefits to the customer
Action steps
1. Asking for the order
2. How will the customer get back to you?
3. How will you follow up with the customer?
The hook

Part III -Writing & revising

Some thoughts before you write
What if you’re stuck?
You’ve written a first draft
Tone and manner of the letter
The letter’s appearance
• Graphics and pictures
Revising the letter
How many drafts should you write?
Completion

Reports

What is a report?
Definition and purpose
How a report gets generated

Part I -Types of report

Progress/Interim reports
Information reports
Analytical reports
What form should your report take?

Part II -Planning and research

1. What are your terms of reference?
• Purpose statement
• Other terms of reference
• Limitations
2. Who is your audience and what do they need to know?
• Help your audience
3. How will you plan and research your report?
• What information do I need?
• How will I get the information?
-primary sources
-secondary sources
• Tracking what you’ve got
• Referencing your sources
-listing your sources

Part III -Analyzing what you’ve got

Keep using exploration tools
Structuring an outline to write your report

Part IV -Writing the report

What format will you use?
Writing the first draft
Some practical instructions
Incorporate the outline into the format
Write the introductory section
Write the main sections
Write your conclusions and recommendations
Reviewing the first draft
• Pay particular attention to content
Reworking the draft
• Try working in chunks
Reviewing the second draft
• Read the draft out loud
• How many drafts?
Final draft
Executive summary
The cover letter