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What is a proposal?
A proposal is a plan of action for fulfilling a need. Basically, it is a sales document that responds to the needs of someone else. It is a written document describing in detail the work to be performed and provides the reader/evaluator adequate information to make an informed purchasing decision.
So before we define what a proposal is, let's make sure we know what it's not:
It's not a price quote. If all you tell the decision maker is the amount he or she has to pay, you've reduced what you're selling down to the level of a commodity. You've said, in effect, "All products or services of this type are basically the same. We have nothing unique to offer. Choose based on cost." Unless you are always the lowest-priced vendor, that's not a strong position to take. It's not a bill of materials, project plan, or scope of work. In technical and engineering environments, people sometimes take the attitude that if they just explain all the details of the proposed solution very clearly and accurately, the customer will buy. Actually, giving customers a detailed bill of materials or project plan may have exactly the opposite effect. You've just given them a shopping list so detailed they may decide to do the job without your help. Ouch! It's not the company history, either. Oddly enough, a sizable number of the proposals we see start out that way. Why? From reading dozens and dozens of these things, I can assure you most company histories are not very interesting. Here's the bottom line: What is a proposal? It's a sales document.
The proposal as a marketing tool. Think about your company's image. What do your clients think of you? What do prospects who have never worked with you assume about you? Influencing clients. Good account management requires you to think about the future of your business relationships, not merely the immediate opportunity. Reacting to a customer's problems or needs when the customer brings them up is all right, but it's not nearly as effective as working with the customer collaboratively to develop a business direction.
Dilema Konsultan:
Setelah membaca TOR/KAK:
To BID or NOT bid (ikut tender / tidak)?
Proposal t.d.:
Proposal Administrasi: Profil Perusahaan (struktur organisasi, manajemen, kondisi keuangan), pengalaman (proyek2 yg sdh dikerjakan). Proposal Teknis Proposal Biaya
This means that you demonstrate your ability to solve or meet the challenge. The methods section describes the specific activities that will take place to achieve the objectives. It might be helpful to divide your discussion of methods into the following: what, how, when, and why. Your proposal should clearly communicate your ability to successfully perform the contract. Documentation of successful fulfillment of other contracts will help prove your point.
As you prepare to assemble the pricing, go back through the proposal narrative and make a list of all personnel and contractors related to the operation of the project. Be sure that you list not only new costs to complete the project but also any ongoing expenses for items that will be allocated to the project. Verify or get the relevant costs from the person in your agency who is responsible for keeping the books. You may need to estimate the proportions of your companys ongoing expenses that should be charged to the project and any new costs, such as salaries for project personnel not yet hired. Put the costs you have identified next to each item on your list.
Keeping records
Your list of pricing items and the calculations you have done to arrive at a dollar figure for each item should be summarized on worksheets. You should keep these to remind yourself how the numbers were developed. These worksheets can be useful as you continue to develop the proposal and discuss it with the evaluator; they are also a valuable tool for monitoring the project once it is under way and for reporting after completion. Some proposals require you to provide adequate management and cost information. In this case, you need to demonstrate your ability to account for all of the costs involved in performing the contract.
Finishing touches
Packaging Cover design Cover letter Spell check Gather appendix materials Prepare table of contents, section dividers, etc. Production Where and by whom will the document be produced?
Proposal delivery
Deliver on time. Label the original documents and required number of copies. Seal the original and copies in a package and label appropriately. If mailing, dont forget to check delivery schedules. If hand carrying, provide a signature receipt for the delivery person.
Biaya
Estimasi biaya proyek (personil: mandays)
Kesimpulan CV semua anggota dengan posisi: PM, (Programmer, Analyst&Desainer, Network Engineer, QA, dst)
Sekian..