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: :
: Copyright (c) 1991,1992 :
: David A. Works :
: All Rights Reserved :
: :
: This is NOT free software. This is :
: NOT public domain software. This :
: is shareware: you are expected to :
: pay a registration fee to the :
: author of this program if you find :
: find it useful. See registration :
: details in the REGISTER.ME file :
: :
::::::::::::::::::::::::::::::::::::::::
PROPOSE IT! V2.0
LARGE PROPOSAL ASCII
PLEASE READ
"USER'S GUIDE"
Registration has great benefits:
1. User's Guide
2. Latest version of Propose It!
3. Bonus diskette
4. More Programs! (See REGISTER.ME)
PROPOSAL
For
[ADDRESSEE]
[COMPANY]
[ADDRESS]
[CITY], [STATE] [ZIP]
Your Company
123 Main Street
Anytown, USA 10000
Your Name
Your Title
Your Phone Number
[DATE]
Table of Contents
Executive Overview . . . . . . . . . . . . . . . . . . . . 3
Financial Impact . . . . . . . . . . . . . . . . . . . . . 5
Your Business Objectives . . . . . . . . . . . . . . . . . 6
Recommendation . . . . . . . . . . . . . . . . . . . . . . 7
Product Information. . . . . . . . . . . . . . . . . . . . 8
Pricing. . . . . . . . . . . . . . . . . . . . . . . . . . 9
Implementation Plan. . . . . . . . . . . . . . . . . . . 10
Support Team . . . . . . . . . . . . . . . . . . . . . . 11
Corporate Overview . . . . . . . . . . . . . . . . . . . 12
Summary. . . . . . . . . . . . . . . . . . . . . . . . . 13
References . . . . . . . . . . . . . . . . . . . . . . . 14
Executive Overview
General Needs Statement
Formulate a general statement of the target company's main need.
EXAMPLES
1.
In an increasingly competitive business world, how you
communicate with your customers and how they communicate
with you is vital to the continued success of your business.
By exploring new ways to make those communications
efficient, you increase your competitive advantage and make
telecommunications an integral part of [COMPANY]'s strategy
for success.
2.
Even though there are computers on just about everyone's
desk, productivity hasn't increased during the last ten
years. The reason is that most people have replaced other
machines (typewriters and calculators, for example) with a
computer. It is important for your company to achieve
maximum productivity from your investment in its people and
office machines. The gap between using a computer as a
typewriter or a calculator and using it as a productivity
device (saving time and being more creative) is bridgeable
by learning more about what your computer is capable of
doing.
3.
Having recently become a father for the first time, you have
come to realize that planning for the future is more
important than it once might have been. Making sure that
your child faces a bright future is a desire that we all
have.
Specific Needs of Target Company
Make a few statements about some very specific needs of this
company or individual. The key to winning the business will
likely revolve around how well you know and understand the
real needs of your customer. If you don't get this right,
you may be proposing an inadequate or incomplete solution to
your customer's needs. Bullet points are effective.
EXAMPLE:
John Doe has identified several needs within your
organization. Your current specific needs are to:
* decrease costs
* improve productivity
* consolidate vendors
* upgrade job skills
* improve coverage
* secure the future
Recommendation Summary
ABC Company has reviewed the objectives of [COMPANY] and is
the ideal resource to meet these objectives. We can provide
a wide variety of options tailored to fit your business
needs.
Benefits
This is Salesmanship 101 - find out the needs, show the
customer the features and benefits of your product or
solution.
EXAMPLE:
Based on your business objectives, we recommend [products,
services, etc.]. The benefits of the ABC Company solution
are
* reduced costs
* state-of-the-art technology
* single point-of-contact
* reputable vendor (financial strength, years in business,
etc.)
Financial Impact
Show your customer the impact of your course of action will
have on his business. Sometimes this may not be relevant or
may be hard to quantify. If that is the case, don't use
this as you will confuse the poor fellow.
EXAMPLE:
Based on your current business needs implementation of this
solution results in this financial impact:
Monthly savings $XXX.xx
Annual savings $X,XXX.xx
What Your Company Will Do For Them
These are the results of going with your company. Never
promise something you can't deliver.
EXAMPLE:
ABC Company offers [COMPANY] a unique opportunity for high
quality service while focusing on the bottom line. By
implementing this proposal, ABC Company will
* increase you profits by reducing costs
* maintain or increase the quality of your service with
state-of-the-art technology
* consolidate vendors to a single-point-of-contact
* provide premier customer service
* increase the productivity of your employees
* increase your coverage without increasing costs or risk
Your Business Objectives
In the international widget industry, products play a
critical role in business success. ABC Company understands
that we must satisfy your specific needs to wind and keep
your business. With this in mind, our analysis included
* analyzing your current situation
* consulting with your other vendors
* surveying select employees
* discrete financial analysis
Based on this analysis and discussion with [COMPANY]'s
personnel, we identified the following needs:
* Cost for [product] continues to rise to unacceptable
levels.
* In the past, [COMPANY] has attempted to decrease these
costs by using various vendors, with marginal or no
success.
* Your ability to conduct business has been negatively
affected by [lack of service, product deterioration,
etc.]
It is important to [COMPANY] to have an efficient and
reliable product source.
* [COMPANY] has been dissatisfied with your vendors'
responsiveness after the sale. Not only must [COMPANY]
contact multiple vendors to resolve problems, but the
response is frequently slow. At times, it is unclear
how to contact vendor's customer service department.
In addition, because [COMPANY] continues to grow and
requires additional [product, service], you'll need a
[product] vendor that can provide high quality, secure,
state-of-the-art services.
Recommendation
In response to the specific needs and issues and to the
business objectives that [COMPANY]'s staff have expressed,
we recommend the following ABC Company solution: [products,
services, etc.]
Outline specific components of your recommendation, for
example, types of products, number of locations, any
accessories, etc.
Insert appropriate product information for your
recommendation
Product description
- features description
- benefits
Product description
- features description
- benefits
In summary, the ABC Company solution will align your systems
with your business strategy.
Place any product financial information here such as cost
comparisons with competitive or present products. Keep it
simple, preferably in table or graphic form for easy
understanding.
Product Information
Insert complete product information here. A good source for
text is your own marketing materials, brochures, handouts,
marketing department, old proposals, etc. Make sure you
follow the old rule of listing features and benefits.
EXAMPLE
Accounting Codes
After each call, [COMPANY] dials a 2 or 3-digit accounting
code that you assign. The code identifies the call on the
invoice as belonging to a particular department, client or
project. Calls cannot be completed if the code is not
entered. You can assign or reassign up to 999 accounting
codes as needed.
Benefits
* Helps you identify abuse through accountability.
* Lets you bill back long distance charges by client,
department or project.
* Saves accounting time and costs by detailing the invoice
for you.
* Because you have up to 999 accounting codes, you have all
the flexibility you need to assign and reassign codes
as needed. The control is in your hands.
Pricing
This is where you will want to include your general pricing
information. The specific bid information should be placed
above in the section entitled "Recommendation ". This shows
them what else might be available that they had not
considered, serves as a reference source for future needs
and may show them how much they are saving by being such a
good customer of yours if you are granting them quantity
discounts.
Implementation Plan
When [COMPANY] accepts this proposal, we will begin this
action plan to implement this proposal:
* Return signed copies of all orders, purchase orders,
contracts.
* Ship your product, activate your service, start your
coverage, etc.
* check your [service,product] after [installation, shipment]
* test service, follow-up
[COMPANY]'s order will be personally followed through the
appropriate phases to ensure a smooth transition to ABC
Company. In addition, your [product, services] will be
reviewed after [shipment, installation] to ensure [COMPANY]
receives every possible benefit from ABC Company.
Support Team
Premier customer service is an area in which we have a
long-standing reputation for excellence. ABC Company will
provide [COMPANY] with all the support necessary to
guarantee a proactive rather that a reactive level of
service. This means that ABC Company can and will meet any
change in your needs.
Although our products make us a better {...} company, it is
our people who set us apart. The members of the following
ABC Company's Support Team will be personally responsible
for assuring that all [COMPANY]'s objectives are met.
John Doe
Senior Account Executive. Leader of your Support Team.
Responsible for developing customer product applications and
solutions. Recommends most efficient and effective ABC
Company solution. Overall responsibility for account
management. Please call 555-1212.
Richard Roe
Customer Service. Responsible for coordinating shipment,
installation, implementation, provides on-going customer
service contact, handles billing inquiries and adjustments.
Please call 555-1212.
Joe Dokes
Technical Support. Responsible for designing your custom
product, plan, etc, so that you receive the greatest
possible benefit from your ABC Company product, service and
to provide data and technical support to your support team.
Please call 555-1212.
Customer Service Hot Line
A [COMPANY] Customer Service Representative is available
seven days a week, 24 hours a day to handle any problems
with your service and product. Please call 555-1212.
Corporate Overview
A thorough history of your company
Include:
Date of Founding
Where corporate headquarters are located
Scope - how many countries, amount of revenue, etc.
Number of employees
Organization of company
Technical accomplishments - if applicable.
Product innovations, if applicable
Company objective
Capabilities
Short summary of basic products
Summary
The purpose of ABC Company's analysis has been to identify
methods of assisting [COMPANY] in the achievement of its
profit- oriented goals.
Analysis of ABC Company's needs reveals that by implementing
the ABC Company recommendation, [COMPANY] will realize a net
profit improvement. This is achieved by substantially
reducing current [product , service] expenditures.
The ABC Company solution, (list product or service proposed]
not only provides [COMPANY] with an attractive price, higher
quality, and another source of supply, but will also reduce
initial expenses due to our current promotions.
Through ABC Company's superior "hands-on" approach to the
customer service team, implementation of services will be
accomplished in a timely, professional manner, with frequent
follow-up visits with appointed [COMPANY] staff. It is ABC
Company's intent to earn a strong, trusting relationship
with [COMPANY] secured through quick, smooth service
transition and organized, open communication between both
companies. The ABC Company customer service team will be
available 24 hours a day, 365 days a year.
In short, ABC Company's recommendation presents a lucrative
business opportunity in positive financial terms, superior
product quality, and dedicated customer support.
ABC Company respectfully requests your serious consideration
to begin a long-term, solid relationship between ABC Company
and [COMPANY].
References
I think it goes without saying that only put those companies
or individuals on this list that you have previously
contacted and have given their approval to be used as
references. A neat little trick some people use is to call
the ones listed last so make sure that they all are good
references.
