Chapter 2

Understanding Different Types of Proposals


Delivering on a proposal request

Initiating a proactive proposal

Looking at the difference between small and large proposals

Creating proposals in different environments

Business proposals come in two major flavors: reactive (or solicited) and proactive (or unsolicited). Reactive proposals, also known as RFP responses, are the way most mid- to large-size businesses acquire new products and services; these companies know precisely what they want and have the clout to formally ask suppliers to deliver on these requirements.

Proactive proposals can work for any size of business (some large companies run proactive campaigns for particular industry or solution sets) but are more suitable for midsize and smaller companies. Bidders write them on their own initiative with no guarantees that their efforts will succeed.

In this chapter, you discover the differences between these two major types of proposals and some other considerations that can complicate the primary differences. You also find out how to develop strategies and tactics for writing proposals in each situation.

Responding to a Request for Proposal (RFP)

You write a solicited proposal when a prospective buyer formally requests solutions from you and a number of other bidders. This type of proposal is also known as a reactive proposal because you have to react and respond to the customer’s topics and specifications rather than prescribe a solution in ...

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