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Power Tools 1993 November - Disc 2
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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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propdb
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bpintro.txt
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1993-04-27
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HOW TO USE THE PROPOSALS DATABASE BOILERPLATE FILES
Introduction
In the selling process, a proposal may be written either in response to a
customer's RFP (Request for Proposal) or RFI (Request for Information), or as
an unsolicited proposal to offer our HP Products/Services.
The distinction between these two types of proposals -- response to a customer
request vs. an unsolicited offer -- is important to recognize because different
approaches to determining the proposal content are required.
When developing a response to a customer's RFP, the sales team must adhere to
the customer's instructions for the proposal outline as specified. The
customer's requirements will determine proposal content. Some customers provide
explicit, rigid RFP instructions which must be followed exactly. Others are
more general, allowing the sales team flexibility in defining some portions of
the outline.
When developing an unsolicited proposal, the sales team has sole discretion in
determining the proposal content.
For either type of proposal, once the outline has been established, the sales
team will be able to begin writing.
Process
The Boilerplate section of the Proposals Database has been structured to help
you develop the proposal outline (as appropriate) and to write the proposal.
To make the most of the information available in the Boilerplate section:
1. If the proposal outline has not already been defined by the customer, look
at the Sample Proposal Outlines provided for various sales opportunities.
(Note: new outlines are continuously being developed for addition to the
database).
2. Follow the Sample Proposal Outline recommendations, and retrieve the
appropriate documents listed by DOCID (document ID number) from the
database (using key word search), and/or create custom text as required.
3. If the proposal outline has been defined by the customer, either browse
through the Boilerplate Index provided in the database, or do a key word
search by topic to retrieve relevant documents to incorporate into your
proposal. The boilerplate includes product family descriptions, business
overviews, software overviews, summaries of services, network management,
etc.
4. Edit and customize the boilerplate text as needed. The boilerplate is
provided in both ASCII text files and PGS (Proposal Generation System)
MSWord 5.0 and Ami Pro 2.0 formatted files. Many of the boilerplate
documents also include graphics files to complement the text (both .GAL and
.PLT figures).
Please refer to the Proposal Standards and Guidelines Manual (also provided
within the Proposals Database on Power Tools), for additional information on
developing and writing proposals.
If you have any comments, questions or suggestions regarding the Proposals
Database Boilerplate documents, please contact the Cupertino Proposals Group at
TN or (408) 447-4546 or via HPDesk to CUPERTINO PROPOSALS GROUP/HP6650/24.