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Consulting

Proposals

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1. Cold Calling

- Telesales One Hour Presentation Proposal

- Searching for hotspots

2. Insider Approach

- Top down cascades

- Expanding projects

3. RFI / RFP

- Apply Frameworks

- Make assumptions

- Practice!

Sales

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The Contracting Process

Define Problem

Define Project Detail

Write Response

Write Proposal

Select Firm

RFI

Assess Responses

Response

RFP / RFQ

Short-list

Response

Negotiations Negotiations

Contract

CLIENT CONSULTANT

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Executive SummaryBackground to the project

Objectives / Deliverables

In Scope / Out of Scope

Outline Approach

Success measures

Work breakdown / plan

Resources and Responsibilities

Costs & Expenses

Processes (control, escalation, reviews)

Dependencies & Risks (cover yourself!)

Proposal Template

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Deliverables & Costing

Cost per day Workload Total

Business Analyst 750 3 days 2250

Project Manager 650 3 days 1950

Testers (x2) 650 10 days 6500

PA 250 3 days 750

11,450

Item Time Cost

Project Management 0.5 days 300.00

Ongoing consultancy with client 1.5 days 900.00

Workshop

Preparation for workshop 1 day 600.00

Workshop 2 days 1,200.00

Market entry plan

Define and Develop market strategy 3 days 1,800.00

Develop market entry plan 4 days 2,400.00

Total 12 days 7,200.00

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Your Assignment

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1. Proposal (word doc + presentation)- Individual

2. Requirements

- Analytical

- Well presented

- Realistic

Assignment