Exam 3: Developing Project Proposals

By having a customer supply schedule, the contractor is protected from incurring schedule slippage caused by customer delays in furnishing information, parts, or other items.

A contractor bidding on a fixed-price project must develop

Proposals must be realistic in terms of the proposed scope, cost, and schedule in the eyes of the customer.

For projects that are new and have high risk, the contractor should include larger amounts of contingency.

Cost-reimbursement contracts are most appropriate for projects that

The proposal should include a lengthy, detailed list of activities to show planning has been well thought out by the contractor.

Changes can be initiated by the customer or be proposed by the contractor.Some changes may necessitate a change in price (increase or decrease); others may not.

A good way to start a conversation with a potential customer at XYS Company is

A ballpark estimate is acceptable for the proposal.There will be time to figure out the budget after the contract is won.

A BAFO requested by a customer is

A proposal manager is required to have a consistent, comprehensive proposal by the due date in the RFP.

A complex proposal is a technical report with charts and figures to explain the approach.

The length of the proposal is not as important as the quality of the information contained in the proposal.

In a , the customer agrees to pay the contractor for all actual costs (labour, materials, and so on), regardless of amount, plus some agreed-upon profit.

A bid/no-bid checklist helps a contractor to decide whether or not to submit a proposal in response to an RFP.

Contractors should get to know people in customer organisations

Total Rand value approach gives

Contractors interested in submitting a proposal in response to an RFP must be realistic about the probability of being selected as the winning contractor.

Proposals that promise too much or are overly optimistic may seem believable and support that the contractor understands what needs to be done and how to do it.

Helping customers identify needs, even if they are needs your company cannot help them address, is a way to position your company to win future contracts.