Introduction
Sections of the Proposal:

Understanding of Client's Needs
Project Objectives and Deliverables
Data Sources
Proposed Work Plan
Project Schedule and Milestones
Staffing
Resource Requirements and Access to Information
Nondisclosure Agreement

Introduction: A scope-of-work proposal is a widely used management tool among professional service providers entering into an engagement with a client. Negotiating a scope of work that is challenging yet attainable in the three-month time frame of the fall semester, taking into account the team members’ full-time academic load, may be the single most important ingredient in the success of the project. A carefully thought out proposal helps assure that the project stays focused on agreed results and minimizes possible misunderstandings between the team and the client or within the team. Due to the importance of the proposal, teams are asked to submit their proposal to both the instructor and the client for approval before beginning work.

The following elements should be included in the proposal. It is suggested that this outline serve as an agenda of the initial meeting with the client. Then the proposal will be simply a recapitulation of what was agreed to at the meeting.

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Understanding of Client's Needs: The team briefly recapitulates the client's needs as discussed in the initial meeting. This brief section sets the stage for all subsequent sections.

Project Objectives and Deliverables: In this section the team commits to specific results. Examples include a marketing plan, a business case, a detailed analysis of early user experiences, or a recommended set of target markets and entry strategy recommendations. Deliverables are the form in which these results will be provided. All projects must include the midsemester and final submissions (see p. 1). Examples of other deliverables are a brochure or piece of literature for future customers, a knowledge base, an analysis, etc. This section should be as specific as possible.

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Data Sources: This section specifies the sources from which the team will collect its data, such as secondary research, telephone interviews with prospective customers, or on site observations or measurements. This section also commits the client to providing the team access to the raw data it needs (e.g., names of customers) to minimize the possibility of later misunderstandings.

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Proposed Work Plan: This section describes how the team will complete the assignment - telephone surveys, observation of the product in use at specific sites, interviews with users, collection and review of documents or other literature, etc.

Project Schedule and Milestones: Identification of milestones over the course of the project, such as interim deliverables (e.g., data collection instruments and plans), assures that the work plan has been carefully thought through. It also helps the team and the client to manage the project and to assist with early identification and correction of any problems. The midsemester status report should be based on progress relative to these milestones.

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Staffing: Specify the responsibilities of each team member. This will help to assure that the work load is well balanced while minimizing later misunderstandings. Division of labor among team members according to members' skills, experience, interest, etc. is strongly recommended. For the benefit of both the client and the other team members, each team member should include in this section a one-paragraph summary of his or her background and role in the project.

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Resource Requirements and Access to Information: The most important resource the team can have is a high level sponsor within the client organization who can assure team members access to appropriate employees, data, and/or customers for purposes of collecting pertinent information. This access should be spelled out in the proposal to minimize later misunderstanding. In addition, the client is asked to cover the team’s out-of-pocket expenses, typically postage, long distance calls and faxes, supplies and any travel beyond the metropolitan area (e.g., travel to a trade show). The client and team are encouraged to agree on a project budget in advance.

Nondisclosure Agreement: At the client's discretion, members of the team may be asked to sign a standard nondisclosure agreement as a condition of participation. Your client may have a standard agreement of their own which they would prefer you to sign. Please review it carefully, making sure that you are not being asked to forfeit future rights to intellectual property that you have created. If you have any questions about the agreement, please contact the instructor.