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16
The Logistics of Proposals 441

analyze Your audience figure 16.1 an overview
of the Process of Writing
In particular, consider your readers’ knowledge about, and attitudes toward, Proposals
what you are proposing. as you work through this pro-
cess, you might find that you
need to go back to a previ-
ous step — or even to the first
analyze Your Purpose step — as you think more about
your audience, purpose, and
subject.
Make clear exactly what you are asking the readers of your proposal to do.
In most cases, you are asking for resources and authorization to carry out a
research project or to perform a task.

gather information about Your subject
A successful proposal is based on solid research about the readers’ needs
and about the subject. Use the primary and secondary research techniques
discussed in Ch. 6.

choose the appropriate type of Proposal
Internal proposals are submitted to the writer’s own organization; external
proposals are directed to another organization.

draft the Proposal

Follow the instructions in any request for proposal (RFP) or information for bid
(IFB) from the prospective customer. If there is none, include an introduction,
which shows specifically that you understand your readers’ problem or
opportunity; a proposed program, which describes what you will do if the
proposal is accepted; a qualifications and experience section, including
evidence of other successful projects; a budget; and appendixes, such as a
task schedule and a description of evaluation techniques.

format the Proposal
For external proposals, study the RFP. For internal proposals, study other pro-
posals submitted in your organization.

revise, edit, Proofread, and submit the Proposal

External proposals usually have a firm deadline. You need to build in time to revise
the proposal thoroughly and still get it to readers on time. See the Writer’s Check-
list on page 463.

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