Writing Killer eCommerce/IT Proposals that Win New Business
http://www.stc.org/confproceed/2000/PDFs/00117.PDF

Le Vie, Donald S., Jr.
STC Proceedings
2000

Abstract:

Winning new eCommerce/IT business depends on many factors, not the least of which is a requirements-focused, bloat-free proposal that prospects and customers will read. But to get to that point, proposal development must be tied to a business development process that will guide a qualified opportunity toward becoming a business proposal, and ultimately, a sustainable or repeatable business deal. Before committing resources to proposal development, a Needs Analysis/Return on Investment (ROI) study (billable service) for the prospect or customer should be necessary. Such a study not only shows the prospect how well your organization knows its business, it helps steer a prospect to your organization’s process. The Needs Analysis/ROI study results provide a head start on proposal development, where the proposal turnaround time can be as short as one day.