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Chapter 16. Structuring formal proposals > Multiple-choice questions

Multiple-choice questions

1: Which of the following proposals best introduces the technical details by building credibility?
  1. RESPONSE TO PRODUCT SPECIFICATIONS

    This section responds specifically to the functional objectives outlined in the RFP. It provides point-by-point confirmation of Icon’s ability to supply the SK-200 wiring, with the areas requiring customization clearly identified.

    Icon bases some of the information contained in this section on several past projects that the company has completed successfully. The projects involved designing and manufacturing wiring systems for companies similar to Epic Products. One wiring project in particular, discussed later in the proposal, helped a company solve a four-decade old problem with one of its products.

  2. RESPONSE TO PRODUCT SPECIFICATIONS

    This section responds specifically to the functional objectives outlined in the RFP. It provides point-by-point confirmation of Icon’s ability to supply the SK-200 wiring, with the areas requiring customization clearly identified.

    Some of this information is based on Icon’s experience with past clients. Similar to other companies, Icon has provided wiring systems for companies such as Epic Products. Icon would like to think we have provided past clients with a reliable product at a reasonable cost.

  3. RESPONSE TO PRODUCT SPECIFICATIONS

    This section responds specifically to the functional objectives outlined in the RFP. It provides point-by-point confirmation of Icon’s ability to supply the SK-200 wiring, with the areas requiring customization clearly identified.

    The information contained in this section is partially based on Icon’s experience with the previous clients. Like other suppliers, Icon has had both successes and failures with its wiring contracts. Fortunately, successes include many projects that have assisted companies in a positive way.

    One wiring project in particular, discussed later in the proposal, helped a company similar to Epic solve a four-decade-old problem using one of its products.

2: Which one of these samples follows the guidelines for discussing a project’s cost?
  1. COST ANALYSIS

    After considering the timeframe allotted and the quantity requested from Epic, we propose the following project budget:

    Cost Category – Funds Requested

    Administrative support – $24,000

    Research expenditures – $18,000

    Consumable supplies – $54,000

    Lease of equipment – $12,000

    Labor – $240,000

    Job-training services – $12,000

    We believe that $360,000 is a minimal amount to supply the requested quantity of SK-200 wiring systems.

  2. COST ANALYSIS

    To further research design and manufacture the SK-200, we propose the following budgetary amounts. These budget figures will ensure the product’s high quality and its timely delivery. The cost for the SK-200 wiring systems, at the volume earlier specified, is relatively low, probably less than $30,000 per month for the designated one-year term. The expected budget (per month) includes the following components:

    Cost Category Funds Requested
    Administrative support $2,000
    Research expenditures $1,500
    Consumable supplies $4,500
    Lease of equipment $1,000
    Labor $20,000
    Job-training services $1,000


  3. COST ANALYSIS

    When considering the timeframe allotted and the volume requested from Epic, we have developed an expected budget of $360,000 for the total project. This figure includes research time, consumable supplies, administrative support, leasing additional equipment, training additional workers, and salaries and benefits for workers. Considering the high quality of Icon’s products and its timely delivery, the $360,000 budget figure should seem reasonable.

3: Which of the following most effectively introduces the project’s schedule?
  1. Considering the one-year time period, we have estimated the following project steps:

    • Additional research on specifications

    • Delivery of equipment

    • Delivery of raw materials

    • Hiring and training of additional workers

    • Initiation of production

    Icon is confident that production can begin approximately one month after the contract is awarded. The first month will consist of ordering the raw materials and the equipment, hiring and training the additional workers, and continuing research on product specifications.

  2. Although Icon is concerned about completing the project in the provided time period, the following project steps and the timetable must remain flexible:

    • Additional research on specifications

    • Delivery of equipment

    • Delivery of raw materials

    • Hiring and training of additional workers

    • Initiation of production

    Hopefully, production can begin approximately one month after the contract is awarded. Before production begins, however, we will need to order the raw materials and the equipment, hire and train the additional workers, and continue research on product specifications.

  3. Scheduling issues seem to remain the one uncertain area in the potential partnership. Without a degree of experience working with Epic Products, there is no way for Icon to estimate the steps or a timetable for project completion. If awarded the contract, Icon will devise a schedule for the project’s completion, but it must remain a flexible timetable.

4: Which paragraph most effectively details the benefits of the proposal?
  1. Icon International has the experience and the resources to meet your product needs. If given the opportunity to become an Epic Products supplier, we will not fail you.

  2. As I am sure you already know, Icon International can meet your product needs in a timely and cost-efficient manner. Technology-based products, such as the SK-200 wiring that you requested, fit into our specialization exceptionally well.

  3. As the enclosed proposal shows, Icon International offers the range of resources necessary to meet your product needs. We specialize in technology-based products, specifically ones with highly technical features. The SK-200 wiring you requested fits into our specialization exceptionally well.

5: Which one of the following best explains the organization’s personnel and their areas of expertise?
  1. KEY PERSONNEL

    The entire Icon team will work to ensure that the SK-200 wiring system is completed correctly within the prescribed time period.

    At Icon, every project is a team project. Rest assured, Icon offers several experienced and dedicated personnel who will work day and night for the success of your project.

    Additionally, the Icon family includes talented, creative thinkers who will solve any problems that occur during the production process.

  2. KEY PERSONNEL

    Icon offers several experienced and dedicated personnel who will ensure that the SK-200 wiring systems will be completed correctly in the prescribed time period. The following list indicates the personnel earmarked for the Epic Products project:

    • Kyle Hensley, Vice President of Sales, East Region

    • Jack Sullivan, Associate Director of Sales

    • Jeff Patterson, Shipping Manager

    • Kathy Mason, Product Manager

    Please contact the Icon headquarters to receive the resumés for the above-mentioned individuals.

  3. KEY PERSONNEL

    Icon offers several experienced and dedicated personnel who will ensure that the SK-200 wiring systems will be completed correctly within the prescribed time period. The following list indicates the personnel earmarked for the Epic Products project:

    • Kyle Hensley, Vice President of Sales, East Region

    • Jack Sullivan, Associate Director of Sales

    • Jeff Patterson, Shipping Manager

    • Kathy Mason, Product Manager

    Enclosed are the resumés of these key members of the Icon team who will be assisting with the project.




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