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PROPOSALS and PERSUASION

PROPOSALS and PERSUASION. A Guide for Creating Effective Proposals Based on Anderson, Paul V. Technical Writing: A Reader-Centered Approach , 5 th ed. 2003 (533-553) and Markel, Mike. Technical Communication, 6 th ed. 2001. (483-515). Proposal.

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PROPOSALS and PERSUASION

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  1. PROPOSALS and PERSUASION A Guide for Creating Effective Proposals Based on Anderson, Paul V. Technical Writing: A Reader-Centered Approach, 5th ed. 2003 (533-553) and Markel, Mike. Technical Communication, 6th ed. 2001. (483-515).

  2. Proposal • “A proposal is an offer to carry out research or to provide a product or service” (Markel 483).

  3. Types of Proposals • Internal • A request to carry out a plan within an organization (Markel 484) • External • Solicited • Unsolicited

  4. Deliverables • What will the proposal deliver to the client? • A request to research will deliver information about a problem • A request to provide goods or services will meet a client’s need for those products

  5. Proposal Elements • Summary • Introduction • Problem Statement • Proposed Program • Qualification and experience • Budget • Conclusion

  6. Proposal Elements • Summary • A summary provides an overview of the proposal’s contents • Introduction • “The purpose of the introduction is to help the reader understand the context, scope, and organization of the proposal” (Markel 494)

  7. Proposal Elements • Problem Statement • What is the problem? • Who is this a problem for? • Why is this problem important to your target audience?

  8. Proposal Elements • Proposed Program • What exactly do you propose to do? • How do your goals/objectives create a solution to your problem/project? • How do you plan to do those things? What method will you use?

  9. Proposal Elements • Qualifications and experience • Are you qualified to undertake this project? • How?

  10. Proposal Elements • Budget • What will it cost to propose this project? • What will it cost to implement this proposal? (Do you need to estimate this in the proposal?) • How will you explain and justify these costs?

  11. Proposal Superstructure • Introduction • Problem • Objectives, Product • Method, Resources, Time Schedule, Qualifications, Management • Costs • Conclusion

  12. Proposal Superstructure • Introduction • Tell your readers what you are asking to do • Problem • Provide background to the problem • Include a specific problem statement • Implications if problem remains unresolved

  13. Proposal Superstructure • Criteria • Provide features of a successful solution • State specific objectives of your project • Show how the objectives tie-in to the problem statement

  14. Proposal Superstructure • Product • Provide a plan for achieving objectives • Demonstrate through detail your proposed plan • Use persuasion to “sell” your idea

  15. Proposal Superstructure • Methodology • Show audience your plan for this project • Resources • Describe what resources you will use (library, computer labs, ...)

  16. Proposal Superstructure • Qualifications • Describe how you are qualified to complete this project • Education • Experience

  17. Proposal Superstructure • Budget • Provide detail of costs to propose • Provide costs to implement (if applicable)

  18. Proposal Superstructure • Conclusion • Restate problem briefly • Restate objectives • Restate request to work on this project

  19. Persuasion • A proposal is a persuasive document (see Anderson 534). • To be successful writers must do three things • Demonstrate they understand the readers’ needs • Convince the reader that they are able and willing to fulfill their own promises

  20. Persuasion • Emphasize Benefits for your Readers • Cost Benefits • Time-Saving Measures • Labor-Saving Devices • Improve Public Relations

  21. Persuasion • Target Readers’ Concerns and Objections • Look at proposal from readers’ viewpoint • Provide details your audience needs • Anticipate possible objections • Counter those objections with strong arguments

  22. Persuasion • Demonstrate Sound Reasoning • Use a logical organization • Support all claims with reliable evidence

  23. Persuasion • Use Organization to Create a Favorable Response • Direct Pattern • State main point directly • Indirect Pattern • Holds off main point for the end • Organization depends on purpose and audience

  24. Proposals and Persuasion • Each section of the proposal must be informative as well as persuasive • Keep audience in mind throughout all sections • Successful proposals “sell” ideas

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