TR requests bids to help us to obtain business with large prospect organizations.  TR's traditional business has been in cleaning buildings after water spills, fire damage, and such.   TR would like to expand its business from emergency work into contract work such as periodic, scheduled, contract carpet cleaning in large office buildings.  TR currently has one specific prospect in mind, and requests bids from a sales team who could obtain a favorable contract with this prospect. 

Your proposal will show how your team can use its resources to sell an account through all relevant decision makers.  The goal is to establish a deep, lasting, and profitable relationship between TR and the prospect organization. . We are looking to establish long-term sales with company-level commitments at the level of senior management.  Since enterprise-wide sales must be approved at the top, your ability to sell there is critical.  We must be convinced that you haved developed an effective process that would ultimately lead to enterprise-wide commitment.

Identification of the target prospect and information regarding TRs costs and capabilities will be provided upon the signing of a non-disclosure agreement.  TR expects that sales teams who submit proposals will conduct all research regarding the background and organization of the target prospect. 

The written proposal will be submitted with an oral presentation to TR at 1:00 PM, 11 DEC 02.  The written proposal MUST follow the general outline that is given below.  Proposals which do not follow this outline will not be considered.

1. Introduction
   • Objective of the project/proposal
   • Proposed focus of the strategy [e.g., DITF or FITD?]
2. Situation analysis
   • overview of the target organization
   • overview of the key people in the target organization
   • overview of the buying center in the target organization
   • overview of the purchasing/ decision making process for the target organization
3. Proposed strategy
   • focus - small bite or big bite, what buildings
   • rationale
   • timeline and action steps required to accomplish objectives
   • TR's costs to provide the service that you will propose to the prospect
4. Proposed tactics
   • to whom would you talk
   • what would you say
   • when would you say it
5. Your resources [who does what]
6. Price quote [what is the team's fee]