Proposal Writing Instructor Guide
TABLE OF CONTENTS Preface ..............................................................................................................................................6 What is Courseware? ................................................................................................................................ 6 How Do I Customize My Course? .............................................................................................................. 6 Materials Required ................................................................................................................................... 8 Maximizing Your Training Power .............................................................................................................. 8 Module One: Getting Started ........................................................................................................... 10 Housekeeping Items................................................................................................................................ 10 The Parking Lot ....................................................................................................................................... 11 Workshop Objectives .............................................................................................................................. 11 Pre-Assignment Review .......................................................................................................................... 12 Action Plans and Evaluations.................................................................................................................. 12 Module Two: Understanding Proposals ............................................................................................ 13 What is a Proposal? ................................................................................................................................ 13 The Proposal Writing Process ................................................................................................................. 14 Types of Proposals .................................................................................................................................. 15 About Requests for Proposals ................................................................................................................. 17 Module Two: Case Study......................................................................................................................... 18 Module Two: Review Questions.............................................................................................................. 19 Module Three: Beginning the Proposal Writing Process .................................................................... 21 Identifying Your Purpose and Your Audience.......................................................................................... 21 Performing a Needs Analysis .................................................................................................................. 22 Writing the Goal Statement.................................................................................................................... 24 Module Three: Case Study ...................................................................................................................... 25 Module Three: Review Questions ........................................................................................................... 26
Module Four: Preparing An Outline .................................................................................................. 29 A General Format ................................................................................................................................... 29 Special Sections....................................................................................................................................... 31 Creating a Framework ............................................................................................................................ 32 Getting Down to Details ......................................................................................................................... 34 Module Four: Case Study ........................................................................................................................ 35 Module Four: Review Questions ............................................................................................................. 36 Module Five: Finding Facts ............................................................................................................... 38 Identifying Resources .............................................................................................................................. 38 Using the Internet as a Resource ............................................................................................................ 40 Organizing Your Information .................................................................................................................. 41 Module Five: Case Study ......................................................................................................................... 42 Module Five: Review Questions .............................................................................................................. 43 Module Six: Writing Skills (I) ............................................................................................................. 45 Spelling and Grammar ............................................................................................................................ 45 Working with Words ............................................................................................................................... 47 Constructing Sentences........................................................................................................................... 48 Persuasive Writing .................................................................................................................................. 49 Mastering Voice ...................................................................................................................................... 50 Module Six: Case Study ........................................................................................................................... 51 Module Six: Review Questions ................................................................................................................ 52 Module Seven: Writing Skills (II) ....................................................................................................... 54 Creating Paragraphs ............................................................................................................................... 54 Creating Strong Transitions .................................................................................................................... 56 Building to Conclusions ........................................................................................................................... 58 Module Seven: Case Study ...................................................................................................................... 59
Module Seven: Review Questions ........................................................................................................... 60 Module Eight: Writing the Proposal .................................................................................................. 62 Educating the Evaluator ......................................................................................................................... 62 Ghosting the Competition....................................................................................................................... 64 Using Illustrations ................................................................................................................................... 65 Module Eight: Case Study ....................................................................................................................... 66 Module Eight: Review Questions ............................................................................................................ 67 Module Nine: Checking for Readability ............................................................................................. 69 Checking for Clarity ................................................................................................................................. 69 Reading for Your Audience ..................................................................................................................... 70 Using the Readability Index .................................................................................................................... 72 Module Nine: Case Study ........................................................................................................................ 73 Module Nine: Review Questions ............................................................................................................. 74 Module Ten: Proofreading and Editing.............................................................................................. 76 Proofreading Like a Pro .......................................................................................................................... 76 Editing Techniques .................................................................................................................................. 78 Checking the Facts .................................................................................................................................. 79 The Power of Peer Review ...................................................................................................................... 80 Module Ten: Case Study ......................................................................................................................... 80 Module Ten: Review Questions .............................................................................................................. 81 Module Eleven: Adding the Final Touches ......................................................................................... 83 Our Top Typesetting Tips ........................................................................................................................ 83 Achieving a Professional Look and Feel .................................................................................................. 85 Creating the Final Package ..................................................................................................................... 86 Module Eleven: Case Study ..................................................................................................................... 87 Module Eleven: Review Questions .......................................................................................................... 88
Module Twelve: Wrapping Up .......................................................................................................... 90 Words from the Wise .............................................................................................................................. 90 Parking Lot .............................................................................................................................................. 90 Action Plans and Evaluations.................................................................................................................. 90
Learning is a treasure that will follow its owner everywhere. Chinese Proverb Preface What is Courseware? Welcome to Courseware.com, a completely new training experience! Our courseware packages offer you top-quality training materials that are customizable, user-friendly, educational, and fun. We provide your materials, materials for the student, PowerPoint slides, and a takehome reference sheet for the student. You simply need to prepare and train! Best of all, our courseware packages are created in Microsoft Office and can be opened using any version of Word and PowerPoint. (Most other word processing and presentation programs support these formats, too.) This means that you can customize the content, add your logo, change the color scheme, and easily print and e-mail training materials.
How Do I Customize My Course? Customizing your course is easy. To edit text, just click and type as you would with any document. This is particularly convenient if you want to add customized statistics for your region, special examples for your participants’ industry, or additional information. You can, of course, also use all of your word processor’s other features, including text formatting and editing tools (such as cutting and pasting). To remove modules, simply select the text and press Delete on your keyboard. Then, navigate to the Table of Contents, right-click, and click Update Field. You may see a dialog box; if so, click “Update entire table” and press OK.
(You will also want to perform this step if you add modules or move them around.)
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If you want to change the way text looks, you can format any piece of text any way you want. However, to make it easy, we have used styles so that you can update all the text at once. If you are using Word 97 to 2003, start by clicking the Format menu followed by Styles and Formatting. In Word 2007 and 2010 under the Home tab, right-click on your chosen style and click Modify. That will then produce the Modify Style options window where you can set your preferred style options. For example, if we wanted to change our Heading 1 style, used for Module Titles, this is what we would do:
Now, we can change our formatting and it will apply to all the headings in the document. For more information on making Word work for you, please refer to Word 2007 or 2010 Essentials by Courseware.com.
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Materials Required All of our courses use flip chart paper and markers extensively. (If you prefer, you can use a whiteboard or chalkboard instead.) We recommend that each participant have a copy of the Training Manual, and that you review each module before training to ensure you have any special materials required. Worksheets and handouts are included within a separate activities folder and can be reproduced and used where indicated. If you would like to save paper, these worksheets are easily transferrable to a flip chart paper format, instead of having individual worksheets. We recommend these additional materials for all workshops:
Laptop with projector, for PowerPoint slides
Quick Reference Sheets for students to take home
Timer or watch (separate from your laptop)
Masking tape
Blank paper
Maximizing Your Training Power We have just one more thing for you before you get started. Our company is built for trainers, by trainers, so we thought we would share some of our tips with you, to help you create an engaging, unforgettable experience for your participants.
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Make it customized. By tailoring each course to your participants, you will find that your results will increase a thousand-fold. o
Use examples, case studies, and stories that are relevant to the group.
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Identify whether your participants are strangers or whether they work together. Tailor your approach appropriately.
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Different people learn in different ways, so use different types of activities to balance it all out. (For example, some people learn by reading, while others learn by talking about it, while still others need a hands-on approach. For more information, we suggest Experiential Learning by David Kolb.)
Make it fun and interactive. Most people do not enjoy sitting and listening to someone else talk for hours at a time. Make use of the tips in this book and your own experience to keep your
participants engaged. Mix up the activities to include individual work, small group work, large group discussions, and mini-lectures. 
Make it relevant. Participants are much more receptive to learning if they understand why they are learning it and how they can apply it in their daily lives. Most importantly, they want to know how it will benefit them and make their lives easier. Take every opportunity to tie what you are teaching back to real life.
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Keep an open mind. Many trainers find that they learn something each time they teach a workshop. If you go into a training session with that attitude, you will find that there can be an amazing two-way flow of information between the trainer and trainees. Enjoy it, learn from it, and make the most of it in your workshops.
And now, time for the training!
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All the world is a laboratory to the inquiring mind. Martin H. Fischer Module One: Getting Started Welcome to the Proposal Writing workshop! A good proposal doesn’t just outline what product or service you would like to create or deliver. It does so in such a way that the reader feels it is the only logical choice. This course will take participants through each step of the proposal writing process, from understanding why they are writing a proposal; to gathering information; to writing and proofreading; to creating the final, professional product.
Housekeeping Items Take a few moments to cover basic housekeeping items.
If you need an opening or a way to introduce the participants to each other, utilize the Icebreakers folder to begin or between breaks during the day.
Let participants know where they can find washrooms, break facilities, and fire exits.
Ask participants to turn off their cell phones or at least turn them to vibrate. If they must take a call, request that they do it outside.
Take this time to encourage the group to ask questions and make this an interactive workshop.
Write the words Respect, Confidentiality, and Practice on a piece of flip chart paper and tape it to the wall. Explain to participants that in order to get the most out of this workshop, we must all work together, listen to each other, explore new ideas, and make mistakes. After all, that’s how we learn!
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The Parking Lot Explain the concept of The Parking Lot to participants.
The Parking Lot is a visible place where you will “park” ideas that arise which are not on the agenda, may be off topic, or are better addressed outside of the program.
At the end of the session, we will review parked ideas and follow up, or make suggestions for your own investigation when you are back at work.
Suggestions for the trainer: 1. If you are working with a large group of participants, you may wish to nominate a recorder to park items as you are facilitating. 2. It’s a good idea to note the name of the contributor along with the parked item. 3. Items noted on the parking lot can be useful to you later as you plan future training sessions.
Workshop Objectives Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. By the end of this workshop, participants will be able to:
Identify the purpose of a proposal
Identify different types of proposals
Identify and perform the steps in the proposal writing process
Perform a needs analysis and write a goal statement
Prepare a proposal outline
Improve their writing skills with a variety of techniques
Use appropriate resources and ghosting to build a strong case
Add illustrations to their proposal
Proofread and edit their proposal
Add the finishing touches to create a professional-looking final product
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Pre-Assignment Review The purpose of the Pre-Assignment is to get participants thinking about the proposal writing strategies that they are already using and where they need to improve. Participants were asked to bring in a proposal that they have been assigned, whether it is just an idea, an excerpt, or a complete proposal. Take a moment to ensure that all participants have completed the assignment, and that they have not violated their company’s confidentiality in doing so.
Action Plans and Evaluations Pass out the participant action plans and evaluations, available in the activities folder. Ask participants to fill these out throughout the day as they learn new things and have ideas on how to incorporate the things we discuss into their lives.
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I don't pretend we have all the answers. But the questions are certainly worth thinking about. Arthur C. Clarke
Module Two: Understanding Proposals Proposals are a very unique type of business document. In this module, we will explore the proposal writing process, as well as the most common types of proposals. Note that we only provide an overview of the four major types; there are many variations on these types, as well as more specialized categories.
What is a Proposal? A proposal is primarily a sales pitch for a product or service that your company offers. It outlines a problem or opportunity that the client has and presents a product or service as a solution. Proposals can be directed externally (to another organization) or internally (for example, to senior management, in order to gain support for a project or idea). In this course, we will focus on external proposals, but the principles can also be applied to internal proposals. Proposals can also be solicited or unsolicited. Solicited proposals are written in response to a Request for Proposal (RFP) or Invitation for Proposal (IFP). Unsolicited proposals are those that the organization sends on its own in an attempt to gain new business.
Estimated Time
10 minutes
Topic Objective
To understand what a proposal is.
Topic Summary
A proposal is primarily a sales pitch for a product or service that your company offers. It outlines a problem or opportunity that the client has and
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presents a product or service as a solution. Proposals can be internal or external, and solicited or unsolicited. Materials Required
None
Recommended Activity
In a large group, discuss how participants encounter proposals in their job.
Stories to Share
Each type of proposal has advantages and disadvantages. Encourage the group to identify some in their discussions.
Delivery Tips
It is important to perform this activity with group as a whole so that you can assess their needs. What document initiates a solicited proposal?
Review Questions (Answer: RFP or IFP)
The Proposal Writing Process The proposal writing process has seven major steps.
Perform needs analysis
Create the goal statement
Create the outline
Edit and proofread
Write the first draft
Do your research
Polish the document
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As we have indicated above, the writing and editing process is often repeated several times. We will work through the entire process during this course.
Estimated Time
10 minutes
Topic Objective
To understand the proposal writing process.
Topic Summary
The proposal writing process has seven major steps. 
Seven sheets of large-size paper, each with one step of the proposal writing process
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Masking tape
Materials Required
Planning Checklist
Before the workshop, print one step of the proposal writing process (shown on the next page) on a different sheet of large paper.
Recommended Activity
Have participants tape the sheets in order to the wall.
Stories to Share
This process may appear in different forms, or phases may overlap. However, it is a good guideline.
Delivery Tips
If you have a small group, you can use legal-size paper.
Review Questions
True or False: Usually only one edit of the first draft is required.
Types of Proposals There are four main categories of proposals. Note that these categories can and do overlap – proposals are unique to each situation and each organization. A Technical Proposal is a specific kind of proposal that defines the technical requirements for a project. It also details the approach and complete plan (including time, cost, and resources) for the project. This proposal is excellent at showing companies how you can easily solve technological problems in their organization, without the need for them to find and hire skilled staff. Although these types of proposals are often read and approved by a technical team, it is important to include an executive summary, introduction, and conclusion that are written for the layman. As you might imagine, Sales Proposals are usually written to convince a new client to purchase a product or service. This is done by building a case for why the client needs that particular product or service, and why you are the best person for the job. These are the types of proposals that we will focus on in this workshop. Because this type of proposal is essentially a sales pitch, clarity and conciseness are Page 15
absolutely crucial. Make sure that this proposal focuses on what the solution can do for the customer, rather than the nuts and bolts of the proposed project. A Cost Proposal is an outline of estimated costs. It is usually prepared by a contractor to prepare for project negotiations. The following items are essential in a cost proposal:
Solid estimates with backup data
Detailed breakdown of all foreseeable costs, including material, resources, labor, equipment, travel, administrative expenses, etc.
Summary of high-level costs for executives
Professionally prepared disclaimer validating that these are best estimates only
A Professional Service proposal is a type of sales proposal that focuses on a professional service offering, such as public relations, marketing, or health care. Because of the focus on service, the following elements are usually included:
List of the people who will be providing the service and their credentials
Organization’s record of service
Testimonials and references
Resources available in the organization
You may also see some elements of the cost proposal, such as a breakdown of labor costs.
Estimated Time
10 minutes
Topic Objective
To understand the four major types of proposals.
Topic Summary
The four categories here include technical, sales, cost, and professional service.
Materials Required
None
Recommended Activity
Discuss the four types of proposals and which type participants have experience with.
Delivery Tips
If possible, gather samples of the various types of proposals for participants to look at.
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Review Questions
Name one common type of proposal.
About Requests for Proposals Earlier, we mentioned that the proposal process can be initiated by a Request for Proposals (or RFP). This is a document issued by a company requesting proposals for a particular project. The RFP can be as simple or as detailed as a company likes – it all depends on what they require. Information commonly requested via an RFP can include:
Organizational background
Organization’s experience with the requested product or service
Solution details
Project timeline and budget
Customer reference
If you are responding to an RFP always double and triple check that you have included all the information requested. If the RFP details a particular person to submit the proposal to, and a date to submit it by, follow their instructions. Any RFP requests (such as those pertaining to style, language, format, and/or template) should supersede any company or best-practice policies. If you are not sure which set of rules should take precedence, consult with your manager.
Estimated Time
10 minutes
Topic Objective
To understand what a Request for Proposals is.
Topic Summary
An RFP is a document issued by a company requesting proposals for a particular project.
Materials Required
Sample RFP
Planning Checklist
Gather a sample RFP pertaining to participants’ industries.
Recommended Activity
Gather participants’ experience with RFPs.
Stories to Share
Other common terms you may see:
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IFP: Invitation for Proposals
RFI: Request for Information
RFQ: Request for Qualifications
RFQ: Request for Quotation
RFT: Request for Tender
Delivery Tips
You may want to divide participants by industry and have them discuss their experiences in small groups.
Review Questions
What do the initials RFP stand for?
Module Two: Case Study Kevin sat in a meeting with his co-worker, Carol. The sales of their product had hit a lull in the last few months, and they were discussing ways to increase sales. Carol said, “We could offer incentives to our existing customers. That’s also a great way to make the customer feel valued.” Kevin said, “That’s an idea to try. I was thinking that while we do that, we could also send out a sales proposal to Ritcher International to inform them about our new product line.” Carol said, “Have they asked us to put together a proposal?” “No,” Kevin said. “But we could send out an unsolicited proposal, that will focus on what we can do for them, the customer.” Kevin and Carol’s team started work on the proposal, and they were rewarded with the company’s time, attention, and interest.
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Module Two: Review Questions 1. What is the definition of a proposal? a) An individual or collaborative enterprise that is carefully planned and designed to achieve a particular aim. b) An article or substance that is manufactured or refined for sale. c) A line of talk that attempts to persuade someone or something. d) A sales pitch for a product or service that your company offers. 2. Where can proposals be directed? a) b) c) d)
Internally Externally To senior management All of the above
3. Which of these is an example of a solicited proposal? a) b) c) d)
Commercial item. Technical correspondence. Invitation for Proposal. Unrequested proposal.
4. In proposal writing, which two processes are often repeated several times? a) b) c) d)
Editing and writing. Researching and editing. Outlining and researching. Researching and writing.
5. Which of these statements is not true of a technical proposal? a) It details the approach and complete plan (including time, cost, and resources) for the project. b) Because these types of proposals are often read and approved by a technical team, it is important to exclude an executive summary. c) It is a specific kind of proposal that defines the technical requirements for a project. d) This proposal is excellent at showing companies how you can easily solve technological problems in their organization, without the need for them to find and hire skilled staff.
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6. Which proposal can be defined as “ a type of sales proposal that focuses on a professional service offering, such as public relations, marketing, or health care”? a) b) c) d)
Cost proposal. Technical proposal. Professional service proposal. Sales proposal.
7. Which of these items is essential to a cost proposal? a) b) c) d)
Professionally prepared disclaimer validating that these are best estimates only. Organization’s record of service. Testimonials and references. List of the people who will be providing the service and their credentials.
8. What does RFP stand for? a) b) c) d)
Reminder of Projects. Request for Projects. Reminder of Proposals. Request for Proposals.
9. Which of these pieces of information are common requested via an RFP? a) b) c) d)
Resources available in the organization. Project timeline and budget. Solid estimates with backup data. Detailed breakdown of all foreseeable costs.
10. What should any request for RFPs supersede? a) b) c) d)
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A cost proposal. A statement of work. Any company or best-practice policies. The duties of any job description.
A writer doesn't solve problems. He allows them to emerge. Friedrich Dürrenmatt Module Three: Beginning the Proposal Writing Process To write a convincing proposal, you must get started on the right foot. This module will look at how to determine the purpose of the proposal and gather background information.
Identifying Your Purpose and Your Audience Your proposal should have a single goal in mind. What exactly will the proposal do? Some examples:
Convince a customer to buy the WidgetMaster 3000
Convince a customer to hire you to demolish a building
Outline the meal planning services that your company provides
Then, identify who the audience will be. Some continued examples from above:
Bill Smith of Smith Construction Inc.
The business team at Acme Hotels Ltd.
The nutrition team and the business team at a local nursing home
Note: When you write your outline later on, you may want to make a note of sections that may have a different audience, such as the executive summary.
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Estimated Time
10 minutes
Topic Objective
To understand what information you must have before writing a proposal.
Topic Summary
Your proposal should have a single goal in mind and you should know who your audience is.
Materials Required
Sample proposals
Planning Checklist
Gather sample proposals related to participants’ industries, or use their preassignments.
Recommended Activity
Divide participants into groups of three to four. Give each group a few proposals and ask them to identify the audience and the purpose for each proposal.
Delivery Tips
If there is time, bring the groups back together, and have them share their thoughts. True or False: There can only be one audience per proposal.
Review Questions
(Answer: False. Some sections, such as the executive summary, will have a different audience than the rest of the proposal.)
Performing a Needs Analysis A good needs analysis must answer four questions:
Who are the customers of the proposal?
What do they want or need?
What do they currently have as a solution?
What can we offer?
To start, you should answer the first question. You may want to seek results from stakeholders or other interested parties. (For example, if your senior management team has identified a sales opportunity, they may have some thoughts about possible customers.) Keep an eye out for additional customer opportunities during the needs analysis process. Next, it is time to gather information about the customers. Stakeholders may be a possible source, as are market research studies, company reports, and organizational biographies. At times, you may be in contact with the customer themselves. Make use of open questions to gather as much information as possible. Page 22
During the proposal, keep an eye out for new or changing answers to your needs analysis, and adjust your proposal approach as necessary.
Estimated Time
10 minutes
Topic Objective
To understand how to identify what needs your proposal must meet. A good needs analysis must answer four questions:
Topic Summary
Materials Required
Who are the customers of the proposal?
What do the customers want or need?
What do they currently have as a solution?
What can we offer?
Flip chart paper
Markers
Recommended Activity
In a large group, brainstorm other questions that could be added to the needs analysis.
Stories to Share
Needs analysis is a useful tool for any project. Encourage participants to think of other places in their organization where it could be applied.
Delivery Tips
If time is short, divide participants by industry and have them brainstorm ideas.
Review Questions
What are the four key analysis questions?
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Writing the Goal Statement Once the needs analysis is complete, it’s time to write the goal statement. This will help you understand what you want to achieve. First, identify the type of proposal. Throughout this course, we will be focusing on a generic proposal. However, having a more defined type in mind will help you create a more successful proposal. You may choose a type discussed in the previous module (technical, sales, cost, or professional service), or it may be of a different type altogether (such as a non-profit grant proposal). Next, add in the purpose of your proposal. Finally, bring it all together into the goal statement. This statement typically takes the form: Our <type of proposal> will convince the reader to <desired end result>. Example Our technical proposal will convince the customer to upgrade to Snazzy Web Services 2.5.
Estimated Time
10 minutes
Topic Objective
To understand how to write a proposal goal statement.
Topic Summary
The goal statement typically takes the form: Our <type of proposal> will convince the reader to <desired end result>.
Materials Required
Completed pre-assignment
Sample proposals, if desired
Planning Checklist
Have a few sample proposals on hand for participants that did not complete their pre-assignment.
Recommended Activity
Ask participants to write a goal statement for the proposal that they brought in as a pre-assignment. More detailed proposal goals can be written using the SMART acronym:
Stories to Share
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Specific
Measurable
Attainable
Relevant
Timed
Delivery Tips
Participants can share their statement with a partner for feedback, if time allows.
Review Questions
True or False: A proposal must fit into one of the four categories outlined in Module Two.
Module Three: Case Study Sharon called up her customer, Michelle, to discuss the specifics of the solicited sales proposal. Sharon asked, “Michelle, what’s your main reason for shopping around for another program?” Michelle said, “We were working with Computech, but we experienced too many glitches and crashes with their program.” Sharon said, “In past years, we had the same problem with our database. Our experts quickly solved those problems, and currently, our clients report very few issues. The issues they do report are quickly fixed.” Sharon asked, “What can we offer your company at this time?” She kept using open questions with the customer and received the information she needed. Sharon then used the information to present a dynamite sales proposal to Michelle’s company.
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Module Three: Review Questions 1. Which of these is the single goal your proposal should keep in mind? a) b) c) d)
Where exactly will the proposal take place? What exactly will the proposal do? Who will work on this proposal? What is the cost of this proposal?
2. Which of these is not an example of a proposal? a) b) c) d)
Outline the meal planning services that your company provides. Convince a customer to hire you to demolish a building. Meet with the business team at Acme Hotels Ltd. Convince a customer to buy the WidgetMaster 3000
3. Which of these is an example of who your audience could be for your proposal? a) b) c) d)
The WidgetMaster 3000. The EasySell Database 5.0 A building on the corner of Main St. and Wallace Ln. The nutrition team and business team at a local nursing home.
4. What is a question that a good needs analysis answers? a) b) c) d)
Who will complete the proposal? When will the proposal be complete? Who do the customers currently have as a solution? What exactly will the proposal do?
5. What should you keep an eye out for during the needs analysis process? a) b) c) d)
Additional customer opportunities. The timeline of the proposal. Who would be the best project manager? Who else could complete the proposal?
6. Who could be a possible source for gathering information about customers? a) b) c) d)
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Stakeholders Market research studies Company reports All of the above
7. What type of questions should you use when gathering information from the customers themselves? a) b) c) d)
Closed questions Personal questions Open questions Donâ&#x20AC;&#x2122;t ask questions. Let the customer do the talking
8. Once the needs analysis is complete, what needs to be written next? a) b) c) d)
The goal statement Communication plan Risk management plan The customer survey
9. When writing a goal statement, what needs to be identified first? a) b) c) d)
The team members The strategy The cost The type of proposal
10. Which of these is a good example of a goal statement? a) b) c) d)
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Our goal is to meet with the business team at 5 p.m. on Thursday. Our technical proposal will convince the customer to upgrade to Snazzy Web Services 2.5. Your teamâ&#x20AC;&#x2122;s production will increase by 10% when they use the Easy Sell 5.1 upgrade. The cost of our product is worth the investment.
END OF FREE PREVIEW FULL WORKSHOP AVAILABLE EXCLUSIVELY AT:
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