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REDUCING THE TIME AND EXPENSE CREATING PROPOSALSProfessor of Business Research BSAD 400AUTOMATING TO MEET THE NEEDS OF XYZ CONSTRUCTION COMPANYProposals are extremely important tools in construction sales and marketing efforts but they also pose some serious challenges These are some of the specific problems our company is facingInefficient delivery of information where and when its neededLack of tools to help construction sales people to work productivelyDifficulty in completing and delivering quality proposals quicklyConstruction sales people are experiencing too much desk time and not enough face time as they wrestle with the challenge of preparing proactive proposalsInconsistent looking proposals that contain conflicting and sometimes incorrect informationThe main goal of this project is to research a specific need expressed by members of the Proposal Development Group and Sales Department that is the need for an industry specific Proposal Software Program As outlined in the proposal this is to be accomplished through significant interaction between the researchers Information Management department and experts in the Proposal Development Group and Sales Department This type of cooperative agreement is seen as fundamental to the success of all projects THE POSITIVE IMPACT OF A PROPOSAL WRITER PROGRAM ON XYZ COMPANYXYZ Company has generated 1000 proposals of which 30 percent are less complex 70 percent more complex during FY 1999 Members of the XYZs Proposal Group have spent approximately 46000 hours in proposal writing This however does not include revisions made due to addendums to RFPs Below is a summary of cost incurred by the XYZ Company through FY 1999 It should be noted that XYZ Company has generated hard copies of every proposal written for not only the clientele but also our Sales Executives in order to keep them abreast of changes This was to ensure that the Sales Executive could respond to all questions as concisely and efficiently as possible Proposals WrittenProposal Addendums Time to write one proposal16 hoursless complex60 hourscomplex Approximately1 hour less complex12 hours complexOverhead charge rate for a
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