commercial-proposal-writer
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ChineseCommercial Proposal Writer
商业提案撰写工具
Purpose
用途
- Write compelling, complete commercial proposals for consulting engagements.
- Integrate solution architecture, business case, pricing, and commercial terms into a cohesive document.
- Produce the bridge artifact that connects the commercial pipeline to the PM delivery pipeline.
- Apply the Proposal Pyramid framework (Executive Summary → Solution → Investment → Proof).
- 为咨询项目撰写有说服力的完整商业提案。
- 将解决方案架构、商业案例、定价和商业条款整合为一份连贯的文档。
- 生成连接商业管线与项目交付管线的衔接工件。
- 应用提案金字塔框架（执行摘要→解决方案→投资→证明）。
Critical Bridge
关键衔接
The preliminary produced by this skill is the EXACT input for in the PM suite. This is how commercial handoff to delivery works.
workplan-and-estimate.mdproject-intake-and-charter本技能生成的初步是PM套件中技能的精准输入。这就是商业端向交付端交接的方式。
workplan-and-estimate.mdproject-intake-and-charterInputs
输入项
- solution-brief-{slug}.md: Output from (required).
commercial-solution-design - discovery-notes-{slug}.md: Output from (for context).
commercial-discovery - qualification-scorecard-{slug}.md: Output from (validates pursuit decision and branch).
commercial-qualification - prospect-profile-{slug}.md: Output from (company/contact context).
commercial-prospecting - discovery-proposal-deliverables.md (Branch B post-Discovery only): When this opportunity follows a completed Discovery engagement, include the Discovery deliverables as context. Reference the Discovery in the proposal — it demonstrates prior investment and reduces client skepticism about scope.
- commercial-state.md: Current pipeline state.
- user_input: Pricing parameters, team rates, specific terms, client preferences, competitive context.
Branch context: Check the opportunity in :
branchcommercial-state.md- Branch A: Standard implementation proposal. No prior Discovery. Estimation carries +/- 30% caveat if relevant.
- Branch B (post-Discovery): Implementation proposal following a completed Discovery engagement. The proposal should reference the Discovery outputs as the basis for scope and estimation. Estimation carries +/- 20% confidence. Optionally include a brief "What the Discovery Revealed" section to reinforce the value of the prior investment and justify the proposed approach.
- solution-brief-{slug}.md：技能的输出（必填）。
commercial-solution-design - discovery-notes-{slug}.md：技能的输出（用于提供上下文）。
commercial-discovery - qualification-scorecard-{slug}.md：技能的输出（用于验证项目跟进决策和分支）。
commercial-qualification - prospect-profile-{slug}.md：技能的输出（公司/联系人上下文）。
commercial-prospecting - discovery-proposal-deliverables.md (仅适用于Discovery后的B分支)：当该机会跟进已完成的Discovery项目时，需包含Discovery交付物作为上下文。在提案中引用Discovery内容——这能展示前期投入，降低客户对范围的疑虑。
- commercial-state.md：当前管线状态。
- user_input：定价参数、团队费率、特定条款、客户偏好、竞争环境。
分支上下文：查看中的机会：
commercial-state.mdbranch- A分支：标准实施提案。无前期Discovery。若相关，估算需附带±30%的误差说明。
- B分支（Discovery后）：完成Discovery项目后的实施提案。提案需以Discovery输出作为范围和估算的基础。估算的置信度为±20%。可选择性添加“Discovery成果说明”小节，强调前期投入的价值，证明所提议方法的合理性。
Proposal Pyramid Framework (CLOSE)
提案金字塔框架（CLOSE）
Structure every proposal using the CLOSE framework. See for detailed structure, writing guidelines, anti-patterns, and review checklist.
references/proposal-frameworks.mdC — Context: Demonstrate deep understanding of the client's situation and challenges.
L — Loss: Quantify what they lose by NOT acting (cost of inaction).
O — Outcome: Paint the picture of the desired future state and its business value.
S — Solution: Present the specific approach, phases, and deliverables.
E — Evidence: Provide proof through case studies, methodologies, team credentials.
所有提案均需遵循CLOSE框架构建。详见中的详细结构、撰写指南、反模式和审核清单。
references/proposal-frameworks.mdC — 背景：展示对客户现状和挑战的深刻理解。
L — 损失：量化客户不采取行动的损失（不作为的成本）。
O — 成果：描绘理想未来状态及其商业价值。
S — 解决方案：呈现具体方法、阶段和交付物。
E — 证明：通过案例研究、方法论、团队资质提供佐证。
Win Factor Awareness
赢单要素认知
Research shows proposal win factors weight as follows:
- 40% Relationship & Trust
- 25% Solution Fit
- 20% Presentation Quality
- 15% Pricing
Invest most effort in demonstrating understanding and trust. The "Understanding Your Situation" and "Executive Summary" sections carry the most weight.
研究表明，提案赢单要素的权重如下：
- 40% 关系与信任
- 25% 解决方案适配度
- 20% 呈现质量
- 15% 定价
需投入最多精力展示对客户的理解和建立信任。“对您现状的理解”和“执行摘要”小节是重中之重。
Pricing Models for Consulting
咨询定价模型
Select the appropriate model (or combine) based on engagement characteristics. See for detailed guidance on each model, rate card structures, discount strategy, ROI templates, objection handling, and margin considerations.
references/pricing-models.md| Model | Best For | Risk Distribution |
|---|---|---|
| Time & Materials (T&M) | Uncertain scope, evolving requirements, advisory | Client bears scope risk |
| Fixed Price | Well-defined scope, clear deliverables, short engagements | Consultant bears scope risk |
| Outcome-Based | Measurable business outcomes, performance improvement | Shared risk, high reward potential |
| Retainer | Ongoing advisory, fractional CTO/architect, continuous support | Predictable for both sides |
| Blended / Hybrid | Phased engagements mixing discovery (T&M) + delivery (fixed) | Risk distributed by phase |
根据项目特点选择合适的模型（或组合使用）。详见中各模型的详细指南、费率卡结构、折扣策略、ROI模板、异议处理和利润考量。
references/pricing-models.md| 模型 | 适用场景 | 风险分配 |
|---|---|---|
| Time & Materials (T&M) | 范围不确定、需求不断演变、咨询类项目 | 客户承担范围风险 |
| Fixed Price | 范围明确、交付物清晰、短期项目 | 咨询方承担范围风险 |
| Outcome-Based | 可衡量的商业成果、绩效提升类项目 | 风险共担，潜在高回报 |
| Retainer | 持续咨询、兼职CTO/架构师、持续支持 | 双方均可预测 |
| Blended / Hybrid | 分阶段项目，混合Discovery（T&M）+交付（固定价格） | 按阶段分配风险 |
Workflow
工作流程
- Compile Inputs: Gather solution brief, discovery notes, qualification scorecard.
- Determine Pricing Strategy: Select pricing model(s), calculate total investment, structure payment milestones.
- Build Proposal Pyramid: Structure content following CLOSE framework.
- Write Proposal Sections: Draft each section (see output template below).
- Generate Workplan & Estimate: Create the preliminary WBS + hours + cost document.
- Internal Review Checklist: Verify all sections are complete and consistent.
- 整合输入项：收集解决方案简报、Discovery笔记、资格评分卡。
- 确定定价策略：选择定价模型，计算总投资，构建付款里程碑。
- 构建提案金字塔：遵循CLOSE框架组织内容。
- 撰写提案各小节：草拟每个小节（见下方输出模板）。
- 生成工作规划与估算：创建初步的WBS+工时+成本文档。
- 内部审核清单：验证所有小节是否完整且一致。
Outputs (contract)
输出物（合同相关）
Output 1: commercial-proposal-{company-slug}.md
commercial-proposal-{company-slug}.md输出1：commercial-proposal-{company-slug}.md
commercial-proposal-{company-slug}.mdmarkdown
undefinedmarkdown
undefinedCommercial Proposal: {Opportunity Name}
商业提案：{Opportunity Name}
{Company Name}
{公司名称}
Prepared by: {Consulting Firm}
Date: YYYY-MM-DD
Valid until: YYYY-MM-DD (typically 30 days)
Version: 1.0
编制方：{咨询公司}
日期：YYYY-MM-DD
有效期至：YYYY-MM-DD（通常为30天）
版本：1.0
1. Executive Summary
1. 执行摘要
[CLOSE framework: Context → Loss → Outcome → Solution → Evidence in condensed form. Max 1 page / 400 words. This section must stand alone — a busy executive should understand the entire proposal from this section.]
[CLOSE框架：背景→损失→成果→解决方案→证明的浓缩版。最多1页/400字。本小节需独立成篇——忙碌的高管应能从本小节理解整个提案内容。]
2. Understanding Your Situation (Context)
2. 对您现状的理解（背景）
Current State
当前状态
[Demonstrate deep understanding of the client's situation — drawn from discovery notes]
[展示对客户现状的深刻理解——源自Discovery笔记]
Challenges
挑战
[Specific pain points, quantified where possible]
[具体痛点，尽可能量化]
Cost of Inaction
不作为的成本
[What happens if they don't address these challenges — the "Loss" element]
[若不解决这些挑战会产生的后果——即“损失”要素]
3. Proposed Approach (Solution)
3. 提议方案（解决方案）
Solution Overview
方案概述
[High-level approach, drawn from solution brief]
[高层级方法，源自解决方案简报]
Delivery Phases
交付阶段
Phase 0: {Name} — {Duration}
阶段0：{名称} — {时长}
- Objective:
- Key Activities:
- Activity 1
- Activity 2
- Deliverables:
- Deliverable 1
- Deliverable 2
- Success Criteria:
- Criterion 1
[Repeat for each phase]
- 目标：
- 关键活动：
- 活动1
- 活动2
- 交付物：
- 交付物1
- 交付物2
- 成功标准：
- 标准1
[每个阶段重复上述结构]
Methodology
方法论
[Brief description of how the team works: Agile, iterative, regular demos, weekly syncs, etc.]
[团队工作方式的简要说明：敏捷、迭代、定期演示、每周同步等]
4. Expected Outcomes (Outcome)
4. 预期成果（成果）
- Outcome 1: [quantified business value]
- Outcome 2: [quantified business value]
- Outcome 3: [quantified business value]
- 成果1：[量化商业价值]
- 成果2：[量化商业价值]
- 成果3：[量化商业价值]
ROI Projection
ROI预测
[If quantifiable: estimated ROI calculation. If not: qualitative value statement]
[若可量化：估算ROI计算。若不可量化：定性价值陈述]
5. Team & Governance
5. 团队与治理
Proposed Team
提议团队
| Role | Name (if known) | Allocation | Rate Category |
|---|---|---|---|
| 角色 | 姓名（若已知） | 投入占比 | 费率类别 |
|---|---|---|---|
Governance Model
治理模型
- Steering Committee: [frequency, attendees]
- Progress Reports: [frequency, format]
- Escalation Path: [how issues are escalated]
- Change Management: [how scope changes are handled]
- 指导委员会：[频率、参会人员]
- 进度报告：[频率、格式]
- 升级路径：[问题升级流程]
- 变更管理：[范围变更处理流程]
6. Investment
6. 投资
Pricing Model: {T&M / Fixed / Outcome-Based / Retainer / Blended}
定价模型：{T&M / 固定价格 / 基于成果 / Retainer / 混合模式}
Fee Summary
费用摘要
| Phase | Hours | Rate | Amount |
|---|---|---|---|
| Subtotal | |||
| Discount (if any) | |||
| Net Total | $XXX |
| 阶段 | 工时 | 费率 | 金额 |
|---|---|---|---|
| 小计 | |||
| 折扣（如有） | |||
| 总计（净额） | $XXX |
Payment Schedule
付款计划
| Milestone | Trigger | Amount | Due Date |
|---|---|---|---|
| 里程碑 | 触发条件 | 金额 | 到期日 |
|---|---|---|---|
What's Included
包含内容
- Item 1
- Item 2
- 项目1
- 项目2
What's Not Included
不包含内容
- Item 1
- Item 2
- 项目1
- 项目2
7. Why Us (Evidence)
7. 选择我们的理由（证明）
Relevant Experience
相关经验
[1-2 brief case studies or project summaries showing similar work]
[1-2个简短的案例研究或项目摘要，展示类似工作经验]
Methodology & Quality
方法论与质量
[Key differentiators: approach, tools, certifications]
[核心差异化优势：方法、工具、认证]
Client References
客户推荐
[Available upon request, or list if permitted]
[按需提供，或在允许情况下列出]
8. Terms & Conditions
8. 条款与条件
Engagement Terms
项目条款
- Start Date: Proposed YYYY-MM-DD (subject to SOW execution)
- Duration: X months
- Location: Remote / On-site / Hybrid
- Travel & Expenses: [included / billed at cost / not applicable]
- 启动日期：提议YYYY-MM-DD（以SOW签署为准）
- 时长：X个月
- 地点：远程 / 现场 / 混合模式
- 差旅与费用：[包含 / 实报实销 / 不适用]
Key Terms
核心条款
- Intellectual property: [work product ownership]
- Confidentiality: [mutual NDA reference]
- Termination: [notice period, typically 30 days]
- Change requests: [process for scope changes]
- 知识产权：[工作产品所有权]
- 保密：[相互NDA参考]
- 终止：[通知期，通常为30天]
- 变更请求：[范围变更流程]
9. Next Steps
9. 下一步
- Review proposal and provide feedback by YYYY-MM-DD
- Schedule proposal walkthrough meeting
- Finalize SOW and commercial terms
- Target engagement start: YYYY-MM-DD
Contact: {Name}, {Title}, {Email}, {Phone}
undefined- 在YYYY-MM-DD前审核提案并提供反馈
- 安排提案讲解会议
- 最终确定SOW和商业条款
- 项目目标启动日期：YYYY-MM-DD
联系人：{姓名}，{职位}，{邮箱}，{电话}
undefinedOutput 2: workplan-and-estimate-{company-slug}.md
workplan-and-estimate-{company-slug}.md输出2：workplan-and-estimate-{company-slug}.md
workplan-and-estimate-{company-slug}.mdFollow the format from the existing PM suite's workplan template:
markdown
undefined遵循现有PM套件中工作规划模板的格式：
markdown
undefinedWorkplan and Estimate — {Project Name}
工作规划与估算 — {项目名称}
PM: {Name}
Date: YYYY-MM-DD
Summary: {Brief summary of scope and objective}
项目经理：{姓名}
日期：YYYY-MM-DD
摘要：{范围与目标的简要说明}
WBS / Activity Details
WBS / 活动详情
-
- {Activity} — Hours: X — Rate: $X — Subtotal: $X
-
- {Activity} — Hours: X — Rate: $X — Subtotal: $X [continue for all WBS items]
Total hours: X
Hourly rate / Blended rate: $X
Subtotal: $X
Discount: X% (-$X)
Net before VAT: $X
VAT (if applicable): $X
Total: $X
-
- {活动} — 工时：X — 费率：$X — 小计：$X
-
- {活动} — 工时：X — 费率：$X — 小计：$X [继续列出所有WBS项]
总工时：X
小时费率 / 混合费率：$X
小计：$X
折扣：X% (-$X)
税前总计：$X
增值税（如适用）：$X
总计：$X
Approval Required
审批要求
- Owners: {names}
- Deadline: 48 business hours from submission
Suggested decision-log entry:
| D-XX | YYYY-MM-DD | Workplan and Estimate Approval | Approver: {name} |
This workplan-and-estimate IS the input artifact for `project-intake-and-charter` in the PM suite, creating the bridge between commercial and delivery.
**Updated**: `commercial-state.md` — Move opportunity to `proposal` stage, update `value`, `probability`, `next_action`.- 负责人：{姓名}
- 截止日期：提交后48个工作日
建议的决策日志条目：
| D-XX | YYYY-MM-DD | 工作规划与估算审批 | 审批人：{姓名} |
该工作规划与估算文件是PM套件中`project-intake-and-charter`技能的输入工件，实现商业端到交付端的衔接。
**更新**：`commercial-state.md` — 将机会状态移至`proposal`阶段，更新`value`、`probability`、`next_action`。Guardrails
注意事项
- Never send a proposal without prior discovery — proposals built on assumptions lose.
- Proposal must tell a story: CLOSE framework must flow naturally, not feel like a checklist.
- Never include rates or pricing without user validation — always ask for confirmation of rate cards.
- Investment section must be crystal clear — no ambiguity about what's included and excluded.
- Always include a "What's Not Included" section — prevent scope disputes from day one.
- Workplan must be consistent with proposal — hours, phases, and amounts must match exactly.
- Validity period is mandatory — proposals expire (default 30 days).
- Terms are commercial, not legal — always flag that legal review is recommended for actual contracts.
- Never badmouth competitors — differentiate positively.
- Proposals must be self-contained — readable without external context.
- Win factors awareness: 40% relationship, 25% solution fit, 20% presentation quality, 15% pricing. Write accordingly.
- Anti-patterns to avoid: Feature-dumping without connecting to pain, burying the price, vague scope, no clear next steps, no exec summary.
- 绝不要在未进行前期Discovery的情况下发送提案——基于假设的提案会失败。
- 提案必须讲述完整故事：CLOSE框架需自然衔接，不能像清单罗列。
- 绝不要在未获得用户确认的情况下包含费率或定价——务必确认费率卡。
- 投资小节必须绝对清晰——对于包含和不包含的内容不能有歧义。
- 必须包含“不包含内容”小节——从项目第一天起就避免范围争议。
- 工作规划必须与提案一致——工时、阶段和金额必须完全匹配。
- 有效期是必填项——提案会过期（默认30天）。
- 条款为商业条款，非法律条款——实际合同需建议进行法律审核。
- 绝不要贬低竞争对手——通过正面方式凸显差异化。
- 提案必须自成体系——无需外部上下文即可阅读。
- 赢单要素认知：40%关系、25%解决方案适配度、20%呈现质量、15%定价。据此撰写提案。
- 需避免的反模式：罗列功能但未关联痛点、隐藏价格、范围模糊、无明确下一步、无执行摘要。
Example: Executive Summary using CLOSE Framework
示例：使用CLOSE框架的执行摘要
Scenario: Data Platform Modernization proposal for Acme Corp.
Executive Summary
Acme Corp has built a strong analytics culture over the past five years, but the on-premise data warehouse that powers your reporting is reaching capacity limits — query times have tripled in the past 12 months, and the data engineering team spends 60% of its time on maintenance rather than new insights. (Context)Without intervention, this trajectory means: $2.4M/year in analyst idle time, 3-month delays for new data products, and growing risk of a production outage that could blind executive decision-making for days. (Loss)The target state is a cloud-native data platform that delivers sub-second query performance, self-service analytics for 200+ business users, and 80% reduction in maintenance overhead — freeing the data team to focus on strategic initiatives. (Outcome)We propose a 4-phase modernization program over 6 months: Assessment & Design (4 weeks), Core Platform Build (8 weeks), Migration & Integration (8 weeks), and Optimization & Enablement (4 weeks). Our approach prioritizes zero-downtime migration and parallel running to eliminate business risk. (Solution)Our team has delivered 12 similar migrations in the past 3 years, including a $3M program for a Fortune 500 retailer that achieved 94% query performance improvement and full ROI within 9 months. (Evidence)
场景：为Acme Corp撰写数据平台现代化提案。
执行摘要
Acme Corp在过去五年中建立了强大的分析文化，但支撑报表的本地数据仓库已达到容量极限——过去12个月查询时间增加了两倍，数据工程团队60%的时间用于维护而非获取新洞察。(背景)若不采取干预措施，这种趋势将导致：每年240万美元的分析师闲置时间、新数据产品延迟3个月上线，以及生产中断风险加剧，可能导致高管决策数天内缺乏数据支持。(损失)目标状态是构建云原生数据平台，实现亚秒级查询性能，为200+业务用户提供自助式分析能力，并将维护开销降低80%——让数据团队能够专注于战略举措。(成果)我们提议一项为期6个月的4阶段现代化计划：评估与设计（4周）、核心平台构建（8周）、迁移与集成（8周）、优化与赋能（4周）。我们的方法优先考虑零停机迁移和并行运行，以消除业务风险。(解决方案)我们的团队在过去3年中完成了12个类似的迁移项目，包括为一家财富500强零售商实施的300万美元项目，实现了94%的查询性能提升，并在9个月内实现了全面ROI。(证明)
Example Scenario
示例场景
Input: Solution brief for Acme Corp (architecture modernization, L-size, 850h, $150/hr blended, 4-person team). User says: "Use T&M for Phase 0 and Fixed for Phases 1-4. Offer 5% discount for full program commitment."
Output: Complete commercial proposal with CLOSE-structured narrative + workplan-and-estimate showing:
- Phase 0: T&M, 120h × $150 = $18,000
- Phases 1-4: Fixed at $110,250 (730h × $150 = $109,500, rounded)
- Total: $127,500 - 5% discount = $121,125
- Payment: 30% on SOW, 30% at Phase 2 start, 30% at Phase 3 complete, 10% on final delivery
输入：Acme Corp的解决方案简报（架构现代化，L规模，850工时，150美元/小时混合费率，4人团队）。用户要求：“Phase 0使用T&M模式，Phases 1-4使用固定价格模式。若客户承诺完整项目，提供5%折扣。”
输出：符合CLOSE框架叙事的完整商业提案 + 工作规划与估算，内容包括：
- Phase 0：T&M模式，120工时 × 150美元 = 18,000美元
- Phases 1-4：固定价格110,250美元（730工时 × 150美元 = 109,500美元，取整）
- 总计：127,500美元 - 5%折扣 = 121,125美元
- 付款方式：SOW签署后付30%，Phase 2启动时付30%，Phase 3完成时付30%，最终交付时付10%