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CHAPTER 16 ConTEnTs

Understanding the Process of his photo shows an Air Force airman piloting a cockpit simulator
Writing Proposals 440
Tat a symposium attended by military personnel and defense con-
the logistics of Proposals 440 tractors. The military buys almost everything it uses — from food and
Internal and External Proposals 440 water to uniforms, equipment, weapons systems, and security — from
Solicited and Unsolicited Proposals 442
suppliers who compete for the contracts by writing proposals.
the “deliverables” of Proposals 444 A proposal is an offer to carry out research or to provide a
Research Proposals 444 product or service. For instance, a physical therapist might write
Goods and Services Proposals 444
a proposal to her supervisor for funding to attend a convention to
Persuasion and Proposals 445 learn about current rehabilitation practices. The director of a home-
Understanding Readers’ Needs 445 less shelter might write a proposal for funding to expand the services
Describing What You Plan to Do 447 offered by the shelter. Whether the project is small or big, within your
Demonstrating Your Professionalism 447
own company or outside it, it is likely to call for a proposal.
Writing a Proposal 448
the structure of the Proposal 449 Understanding the Process
Summary 449
Introduction 449 of Writing ProPosals
Proposed Program 450 Writing a proposal calls for the same process of planning, drafting,
Qualifications and Experience 451 revising, editing, and proofreading that you use for other kinds of
Budget 453 documents. Figure 16.1 presents an overview of this process.
Appendixes 453
sample internal Proposal 456
the logistics of ProPosals
Proposals can be classified as either internal or external; exter-
nal proposals are either solicited or unsolicited. Figure 16.2 on
page 442 shows the relationship among these four terms.

internal and external Proposals

Proposals are either internal (submitted to the writer’s own or-
ganization) or external (submitted to another organization).

Internal Proposals An internal proposal is an argument, sub-
mitted within an organization, for carrying out an activity that
will benefit the organization. An internal proposal might rec-
ommend that the organization conduct research, purchase a
product, or change some aspect of its policies or procedures.
For example, one day, while working on a project in the lab-
oratory, you realize that if you had a fiber-curl measurement
system, you could do your job better and faster. The increased
productivity would save your company the cost of the system
in a few months. Your supervisor asks you to write a memo de-
scribing what you want, why you want it, what you’re going to

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