This appendix will address writing and presenting business proposals. The process is similar to reports and presentations, which were discussed in chapters 5-8. However, proposals have some unique considerations, which will be explained in this appendix.

If you are a management accountant working for a corporation, you could participate in writing proposals for external or internal audiences and, as you advance in the organisation, you could have more authority and responsibility for proposal writing. If you work for a small business, one of your responsibilities could be writing proposals. Conversely, you might assist with, or be responsible for, reviewing proposals submitted to your company by other organisations.

Let’s look at proposals and where you can contribute.


A business proposal is an offer to sell something: a service, a product or perhaps an idea. For example, a company proposes to sell a service to another company. An entrepreneur tries to sell investors and lenders on the idea of investing in and providing financing for a start-up company. A small business proposes to enter into a contract to sell a product to a government agency.

Before a company invests the time, money and energy in writing a proposal, it should consider whether to write the proposal in the first place, based on the estimated cost, the resources required, the likelihood of its winning the proposal and other considerations.

Proposals can be external ...

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