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Business proposals are often a key step in a complex sales process, where a buyer considers more than price in a purchase. [1] A proposal puts the buyer's requirements in a context that favors the seller's products and services, and educates the buyer about the seller's capability to satisfy their needs. [2]
A business capability can also be made up of lower-level capabilities. For example, to have the capability to manufacture cars, an organization must have several lower-level capabilities, including the capability to manufacture engines and the capability to fabricate and assemble the bodywork of the cars.
A proposal theme statement is a technique used in a business proposal to call attention to benefits offered by the vendor to the customer. The concise benefit statement normally precedes discussion of any section of the proposal where the vendor thinks the proposal contains a significant advantage to the prospective customer.
Specific business capabilities in business capability models can be titled using either a noun-verb style or a verb-noun style, e.g. "product development" or "develop products". [5] [6] [7] In their simplest form business capability models can show only structured sets of nested business capabilities and sub-capabilities.
The statement of objectives is one part of a request for proposal from the U.S. Government. The statement of objectives is an alternative to a government prepared statement of work (SOW). [1] A SOO provides the government's overall objectives and the offeror's required support to achieve the contractual objectives.
The business case process should be designed to be: adaptable – tailored to the size and risk [2] of the proposal; consistent – the same basic business issues are addressed by every project; business oriented – concerned with the business capabilities and impact, rather than having a technical focus
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