Chapter 8 Review

Chapter 8: Writing Proposals and Solving Problems

Proposals are written for many different reasons in every company. These are requests for action, often submitted by employees of the company. There are both written and oral proposals. Oral proposals are less formal, and allow development of presentation skills. Written proposals are more formal and should follow professional format. These can be submitted either internally or externally compared to the company. Solicited proposals come from a request from the company while unsolicited do not. A request for proposal (RFP) submitted is evaluated by two phases. Phase One will disqualify proposals that do not measure up to the request. Phase Two will carefully evaluate each proposal to ascertain which best fits the criteria of the request.

Proposals can be either direct or indirect. Direct proposals begin with the request then include supporting data and indirect proposals begin with supporting data and end with the request. It is wise to take an indirect approach with unsolicited proposals. These business proposals can be categorized as problem-solving or research. There are three steps in problem-solving: (1) Diagnose the problem, (2) Develop a solution, (3) Implement the solution. Diagnosing the problem includes identifying what could or should be, what currently is, and the problem is the difference between these two states. Begin by gathering data and analyzing the problem. Data should be both qualitative and quantitative. Focus on the difference between causes and symptoms. Cause is the origin and the symptom is the result. Consider using a cause-and-effect diagram to diagnose the problem. A cause-and-effect table is also a useful tool for analyzing business problems. After identifying the diagnosis, consider how to frame the problem. Think objectively, and creatively. Then, begin to develop a solution. The solution can be multi-layered and complicated. Brainstorming is a solid way to begin developing a solution. This can be done either personally or with a group.

When the proposal is granted, the solution should be implemented. Change is difficult for any organization. This is the most critical part of the entire problem-solving process. Make sure all groups that are affected are represented in the implementation plan.