Solicited vs. Unsolicited Proposals and Internal vs. External Proposals

Solicited and unsolicited proposals are oftentimes called business proposals and are both considered as an integral part of any sales process. We will here explore the differences between an unsolicited and a solicited proposal?

A solicited proposal is usually created by an organization in response to customers published requirements, most of the time this is done in writing. Usually, requirements are contained in a RFP/Request for Proposal. Once the requirements have been published the organization preparing the solicited proposal prepares a document that outlines how they will help the customer that published the RFP fulfill the requirements that they set out. A solicited proposal states problem, solutions and sometimes suggestions are made that were not outlined in the RFP. Sometimes an organization will make a suggestion to a potential customer and they will request a proposal so that they can consider your suggestion. This counts as a solicited proposal because they are expecting it and the company providing a proposal will have a chance to communicate with the customer and gain an understanding of their needs.

An unsolicited proposal is sent to a customer who has not made any request for it or published a RFP. This is usually done then an organization sees that there services can help a potential customer and took the initiative to put forward a proposal. Unsolicited proposals must use very convincing language since the customer has not anticipated, planned, or budgeted for the proposal.

An internal proposal is a proposal meant another person or group of people within an organization a party within your organization, such as your boss.  Internal proposals are usually instruments of change within an organization and may contain private information that can only be shared among individuals of the company.  An external proposal is meant for communicating with individuals or organization that exists outside your organization or company. The information shared will not contain private information on the company’s clientele or other trade secrets.