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Unlike a business plan, which is written to run your company and

raise capital, a business proposal is an unsolicited or solicited

bid for business. There are two types of business proposal that

can help you gain more business to grow your company.

The goal of business proposal writing is to answer your

customer's questions and persuade them to select you. Business

proposal writing should be more about your customer than it is

about you.

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Solicited Business Proposal:

A corporation or government body is seeking a business to fulfill

a project or complete a task and thereby, allows companies to

bid for the project. An open bid is placed on the market with

other companies competing for an interview spot. The winning

candidate is offered the project.

Unsolicited Business Proposal:

At some point, your small business may want to do business with

a larger company or forge a joint venture. A well-writtenbusiness proposal can win the hearts and minds of your target

audience.

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A typical business proposal might include:

An Executive Summary introducing your company, what you will do orprovide to the customer, and how the customer will benefit from what youpropose.

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A statement of work or technical approach describing what you will door provide to the customer. An implementation schedule and description ofdeliverables is usually included. If products are being proposed, thenproduct descriptions are usually provided (the amount of detail depends onthe customers requirements).

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A management plan describing how you will organize and supervise anywork to be performed. A schedule of major milestones and allocation ofresources may be provided.

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Corporate qualifications that describe your capability to do or

provide what you are proposing. Relevant prior experience is usually

highlighted.

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AStaffing Plan that describes how the project will be staffed is

sometimes on large service contracts. If particular people are

important to the approach, their resumes are usually provided.

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Contracts and Pricing. If the proposal is being used to close abusiness deal, then business and contractual terms are usually

provided.

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Here is a simple approach to help you cover all the bases in your

proposal. For each section/requirement that you must address,

make sure you answer: who, what, where, how, when, and why.

Repeat it until it rolls off your tongue and you have it memorized.

Who: who will do the work, who will manage the work, who

does the customer call if there is a problem, who is responsible

for what

What: what needs to be done/delivered, what will be required

to do it, what can the customer expect, what it will cost

Where: where will the work be done, where will it be delivered

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How: how will be work be done, how will it be deployed, howwill it be managed, how will you achieve quality assurance and

customer satisfaction, how will risks be mitigated, how long willit take, how will the work benefit the customer

When: when will you start, when will key milestones bescheduled, when will the project be complete, when is paymentdue

Why: why have you chosen the approaches and alternativesyou have selected, why the customer should select you

This simple little phrase (who, what, where, how, when, and why)can help you ensure that your proposal says everything needed to"answer the mail." For each of the customers requirements, gothrough the list and you will probably have everything covered.You can use it for inspiration when writing, and you can use it likea checklist for reviewing a draft proposal.

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There is no universal standard for layout or composition of

proposals. If you think about it, it makes sense. A proposal is

intended to persuade someone. What is required to do that is up

to the person being persuaded.

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A business report conveys information to assist in business

decision-making. The business report is the medium in which to

present this information. Some reports might present the actual

solution to solve a business problem; other reports might record

past business information that is used toward business planning.

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Determine the scope (purpose) of the report,

Consider the target audience (readers),

Gather and organise the supporting information (research), Analyse, and weigh the supporting information,

Determine the solution, findings and/or recommendations, and

Determine the report format

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Formal Report

Informal Report