WEBVTT 1 00:00:05.480 --> 00:00:10.420 All right, this week we are we are going to learn 2 00:00:10.420 --> 00:00:14.800 how to write a formal business proposal. I used to 3 00:00:14.800 --> 00:00:17.860 work for a company that invested people's money 4 00:00:18.700 --> 00:00:21.850 and tried to make them money. And this was a very 5 00:00:21.850 --> 00:00:26.800 large company. So we had a whole department 6 00:00:27.100 --> 00:00:31.480 devoted to proposals because proposals work in two 7 00:00:31.480 --> 00:00:36.190 ways: solicited and unsolicited. Now, most of the 8 00:00:36.190 --> 00:00:41.050 time, we had people writing to us, soliciting a 9 00:00:41.050 --> 00:00:46.030 proposal. They would say, please propose to us 10 00:00:46.060 --> 00:00:49.960 how you would invest our money and how much we 11 00:00:49.960 --> 00:00:53.050 might make and blah, blah, blah, blah, blah. And 12 00:00:53.050 --> 00:00:55.300 then, of course, we would prepare that and send it 13 00:00:55.300 --> 00:00:57.070 to them and hope that they would accept the 14 00:00:57.070 --> 00:01:00.190 proposal, give us their money and let us start. 15 00:01:00.880 --> 00:01:04.900 But you can also send an unsolicited proposal. 16 00:01:06.250 --> 00:01:07.910 That's what you're going to be writing tonight. 17 00:01:08.350 --> 00:01:13.120 That's where you take the initiative in writing to 18 00:01:13.120 --> 00:01:17.610 someone saying, this is what I can do for you. 19 00:01:18.370 --> 00:01:22.900 Would you like me to do it for you? And hopefully 20 00:01:23.230 --> 00:01:28.570 they will say yes. So it's got seven parts. It's 21 00:01:28.570 --> 00:01:33.280 going to be a formal business letter format. And 22 00:01:33.580 --> 00:01:36.700 since this is an unsolicited proposal you're going 23 00:01:36.700 --> 00:01:42.130 to be writing, it's got to have kind of a sales 24 00:01:42.130 --> 00:01:46.510 and persuasive tone to it. We're moving away from 25 00:01:46.510 --> 00:01:50.350 direct approach. Remember, the whole definition of 26 00:01:50.350 --> 00:01:56.350 a proposal is that it is a suggestion; when a man 27 00:01:56.350 --> 00:01:59.950 proposes marriage to a woman. Is it a done deal? 28 00:02:00.430 --> 00:02:01.630 Absolutely not. 29 00:02:03.900 --> 00:02:06.840 So it's got to be a little bit persuasive. Just for 30 00:02:06.840 --> 00:02:10.260 kicks, let's look at what would happen if you 31 00:02:10.710 --> 00:02:12.390 wrote direct approach. 32 00:02:15.250 --> 00:02:19.480 So here is Frank Barrows, he's writing on his own 33 00:02:19.480 --> 00:02:24.670 letterhead here, writing a proposal to his 34 00:02:24.670 --> 00:02:29.120 girlfriend. Today, I made arrangements for an 35 00:02:29.120 --> 00:02:31.280 impending marriage between you and me to occur 36 00:02:31.280 --> 00:02:34.400 June 30th at the Church of St. Louis in Los 37 00:02:34.400 --> 00:02:37.250 Angeles. All right, that's classic direct approach. He 38 00:02:37.460 --> 00:02:39.770 is making the first sentence on the first 39 00:02:39.770 --> 00:02:43.010 paragraph tell why he's writing or what he wants. 40 00:02:43.640 --> 00:02:46.700 And he goes on to say, the ring, the guest list, 41 00:02:46.700 --> 00:02:48.950 the priests in the hotel for the reception are now 42 00:02:48.960 --> 00:02:51.410 chosen. And we should meet at your earliest 43 00:02:51.410 --> 00:02:54.280 convenience to discuss your part in all of this. 44 00:02:54.980 --> 00:02:57.170 You may remember that two years ago when we were 45 00:02:57.170 --> 00:02:59.780 enjoying a wonderful afternoon at the beach, we 46 00:02:59.780 --> 00:03:03.050 discussed the possibility that this would occur in 47 00:03:03.050 --> 00:03:06.380 June of this year. It is now April twenty nine. 48 00:03:06.590 --> 00:03:09.550 And we should move forward quickly. At that time, 49 00:03:09.740 --> 00:03:12.140 you were in favor of this wedding, and although I 50 00:03:12.140 --> 00:03:14.900 agreed it was a good thing to do, I was concerned 51 00:03:14.900 --> 00:03:17.750 that my employer was possibly planning to transfer 52 00:03:17.750 --> 00:03:20.390 me to another country. That, however, is not going 53 00:03:20.390 --> 00:03:23.090 to happen, so I no longer have that obstacle to 54 00:03:23.090 --> 00:03:25.370 deal with. All right. So far, this is classic 55 00:03:25.370 --> 00:03:28.940 direct approach. The first paragraph or a sentence 56 00:03:28.940 --> 00:03:31.790 tells what he wants, why he's writing. He tells 57 00:03:31.790 --> 00:03:34.820 his story here of how he's come to this. And now 58 00:03:34.820 --> 00:03:37.790 we have the call to action. In short, let's plan 59 00:03:37.790 --> 00:03:39.710 to have dinner this Friday and wrap up any 60 00:03:39.710 --> 00:03:43.040 remaining details. I will also bring your ring so 61 00:03:43.040 --> 00:03:45.830 that you can try it on, accompanied by your glass 62 00:03:45.830 --> 00:03:48.810 of glass, of wine, of your favorite champagne. If 63 00:03:48.810 --> 00:03:51.590 Friday doesn't work for you, just text me any time 64 00:03:51.920 --> 00:03:54.500 and we can reschedule. Please remember, I have a 65 00:03:54.500 --> 00:03:57.940 new phone, new number. All right. So as you can see, 66 00:03:58.400 --> 00:04:03.350 direct approach is totally the wrong thing to do 67 00:04:03.800 --> 00:04:08.030 if you are making a proposal of some kind. Right. 68 00:04:09.430 --> 00:04:12.750 If this girl isn't brain dead, she would go 69 00:04:12.850 --> 00:04:17.830 what? All right, so so let's take a look at 70 00:04:17.860 --> 00:04:21.640 another appriacg, which is more in line with what 71 00:04:21.640 --> 00:04:22.890 you're going to be doing. 72 00:04:25.330 --> 00:04:29.830 Here is what you would do if you were making a 73 00:04:29.830 --> 00:04:32.080 real proposal that you had to do through a 74 00:04:32.080 --> 00:04:35.320 letter. My dear Julie, I'm looking forward 75 00:04:35.320 --> 00:04:38.140 to your return from Kansas. I just returned from 76 00:04:38.140 --> 00:04:41.050 my business meeting in Malibu and I drove by the 77 00:04:41.050 --> 00:04:43.810 restaurant where we had lobster two years 78 00:04:43.810 --> 00:04:46.870 ago. I started thinking about the swimming and 79 00:04:46.870 --> 00:04:49.840 running on the beach and everything we talked 80 00:04:49.840 --> 00:04:52.240 about that evening on the patio. We've talked 81 00:04:52.240 --> 00:04:55.000 about so many things, including the future of our 82 00:04:55.000 --> 00:04:58.120 great relationship, remember? And you lost your 83 00:04:58.120 --> 00:05:00.860 precious fedora in the wind and never got it back. 84 00:05:01.390 --> 00:05:06.520 All right. Here's a classic example of how you can start 85 00:05:07.030 --> 00:05:13.310 if you are writing an unsolicited proposal. Start 86 00:05:13.310 --> 00:05:17.650 out by going off in a totally different direction. 87 00:05:18.860 --> 00:05:23.270 All you want to do in this case is capture 88 00:05:23.270 --> 00:05:28.440 the person's attention. So here, I think he would 89 00:05:28.440 --> 00:05:32.220 have this girl's attention; he's talking about 90 00:05:32.220 --> 00:05:37.530 their future relationship. He's talking about the 91 00:05:37.530 --> 00:05:40.230 wonderful time and conversation they had on a 92 00:05:40.230 --> 00:05:43.380 particular day. And so now he's going to tell his 93 00:05:43.380 --> 00:05:47.470 story now that he's got her attention. There is 94 00:05:47.470 --> 00:05:50.620 something I want to talk about again, as soon as 95 00:05:50.620 --> 00:05:53.770 you get back, let's have dinner at La Dish again 96 00:05:53.920 --> 00:05:57.400 this Friday. Plus, I have a new fedora for you... He is 97 00:05:57.400 --> 00:06:00.100 building all kinds of interests here. And this is 98 00:06:00.100 --> 00:06:03.740 what you want to do. And a proposal, if it's if 99 00:06:03.830 --> 00:06:07.450 it's unsolicited, get the attention and start 100 00:06:07.450 --> 00:06:10.720 building interest. Remember, one thing we talked 101 00:06:10.720 --> 00:06:14.110 about at La Dish was my upcoming move to Germany. 102 00:06:15.080 --> 00:06:17.660 There's been a change, and I can tell you all 103 00:06:17.660 --> 00:06:22.100 about it. I'm now staying here permanently and now 104 00:06:22.100 --> 00:06:24.770 there's something else more important I'd like to 105 00:06:24.770 --> 00:06:28.350 talk about. Please say you can make it; if you need 106 00:06:28.350 --> 00:06:30.600 to reschedule, of course, just let me know when. 107 00:06:31.890 --> 00:06:38.500 All right. And so now he's done his call to action 108 00:06:39.440 --> 00:06:43.700 and look what he's enclosed here, a receipt of the 109 00:06:43.700 --> 00:06:48.020 night or the evening they spent at La Dish two 110 00:06:48.020 --> 00:06:51.650 years ago. As you can see, a much 111 00:06:51.650 --> 00:06:58.580 better way to approach an unsolicited proposal. It 112 00:06:58.580 --> 00:07:00.800 has seven parts. Let's look at that. 113 00:07:05.030 --> 00:07:08.240 114 00:07:08.930 --> 00:07:15.150 It'll have an introduction, and this 115 00:07:15.150 --> 00:07:17.940 is where, like I said, all you want to do is get 116 00:07:17.940 --> 00:07:22.800 the person's attention. And in your case tonight, 117 00:07:23.400 --> 00:07:25.230 you're probably going to be getting their 118 00:07:25.230 --> 00:07:27.990 attention by telling them about a problem. 119 00:07:28.020 --> 00:07:32.430 This is a hook where 120 00:07:33.030 --> 00:07:36.750 there is something your reader needs to know or 121 00:07:36.750 --> 00:07:39.450 get or want because you're going to convince them 122 00:07:39.450 --> 00:07:46.200 of it and then you'll launch into the problem that 123 00:07:46.200 --> 00:07:50.550 you're going to solve with your proposal. You're 124 00:07:50.550 --> 00:07:52.680 going to be an entrepreneur and you've got a 125 00:07:52.680 --> 00:07:59.110 solution for your reader's problem. And yes, you 126 00:07:59.110 --> 00:08:00.910 are probably going to have to convince them that 127 00:08:00.910 --> 00:08:04.900 they do have this problem in order to engage you 128 00:08:05.050 --> 00:08:08.740 with your services; but you're also going to make 129 00:08:08.740 --> 00:08:12.990 it clear that you can definitely deliver. Now, the 130 00:08:12.990 --> 00:08:17.130 next section will be, well, how how are you going 131 00:08:17.130 --> 00:08:20.640 to deliver the solution to their problem? What 132 00:08:20.640 --> 00:08:22.970 exactly will you do? What's the first thing? 133 00:08:23.160 --> 00:08:26.010 What's the second what's the third thing? Until 134 00:08:26.010 --> 00:08:28.110 you get to the last step where you deliver the 135 00:08:28.110 --> 00:08:32.130 final result. And then, of course, when are you 136 00:08:32.130 --> 00:08:35.760 going to do this? How long will it take for you to 137 00:08:35.760 --> 00:08:38.940 deliver what you started? What you finished it? 138 00:08:39.820 --> 00:08:43.120 Now, you may be working with people, and so if you 139 00:08:43.120 --> 00:08:46.420 are, not only do you want to convince this person 140 00:08:46.420 --> 00:08:49.330 of your qualifications, but also the 141 00:08:49.330 --> 00:08:51.580 qualifications of anybody you might be working 142 00:08:51.580 --> 00:08:56.470 with. And then, of course, the budget...how much is 143 00:08:56.470 --> 00:08:59.910 this going to cost them? And how will you want the 144 00:08:59.910 --> 00:09:05.490 money delivered? And and in this case, you know, 145 00:09:05.490 --> 00:09:07.410 you're not going to have a whole lot of options 146 00:09:07.620 --> 00:09:09.600 based on what you're going to do. It'll probably 147 00:09:09.600 --> 00:09:14.100 be very specific here. And then if they want you 148 00:09:14.100 --> 00:09:19.020 to do this, how will they engage your services? Is 149 00:09:19.020 --> 00:09:22.490 there going to be a deadline? And what do they 150 00:09:22.490 --> 00:09:27.910 need to do in order for you to start? Because 151 00:09:27.910 --> 00:09:30.310 you're not going to just start probably going to 152 00:09:30.670 --> 00:09:35.540 need something before you begin. All right, so 153 00:09:35.750 --> 00:09:40.370 let's take a look at an actual proposal now. This 154 00:09:40.370 --> 00:09:43.790 is a proposal that Becker Marketing is sending 155 00:09:44.390 --> 00:09:44.930 to 156 00:09:47.100 --> 00:09:52.020 a dentist. What they do is they create surveys 157 00:09:52.500 --> 00:09:57.060 about a certain person's business and try to give 158 00:09:57.060 --> 00:09:59.760 them information on how their clients are 159 00:09:59.760 --> 00:10:02.940 responding. Now, of course, a dentist has got all 160 00:10:02.940 --> 00:10:07.020 kinds of clients. It sounds like Becker 161 00:10:07.020 --> 00:10:09.390 Mrketing may have been in touch with this dentist, 162 00:10:09.690 --> 00:10:13.560 maybe by phone. And they already know that he does 163 00:10:13.560 --> 00:10:19.110 want them to send a proposal. And so let's look at 164 00:10:19.110 --> 00:10:21.870 the opening that they have now. They didn't write 165 00:10:21.870 --> 00:10:26.160 the word introduction as a heading; that's 166 00:10:26.160 --> 00:10:29.100 because this is a letter and it's a little weird 167 00:10:29.400 --> 00:10:32.160 to write the word introduction after you've said 168 00:10:32.490 --> 00:10:35.070 Dear Dr. Daltry. So instead, they're just 169 00:10:35.070 --> 00:10:38.490 launching into the introduction and they're saying 170 00:10:38.880 --> 00:10:41.520 helping you improve your practices of the highest 171 00:10:41.520 --> 00:10:44.940 priority at better marketing. That's why we are 172 00:10:44.940 --> 00:10:48.870 pleased to submit the following proposal outlining 173 00:10:48.870 --> 00:10:53.130 our plan to help you more effectively meet your 174 00:10:53.130 --> 00:10:56.760 patients needs by analyzing their views about your 175 00:10:56.760 --> 00:11:02.110 practice. All right, so now this is they've got 176 00:11:02.110 --> 00:11:04.910 his attention. In this case, they got his 177 00:11:04.910 --> 00:11:08.240 attention by saying, you told us what you want, 178 00:11:09.470 --> 00:11:12.440 and so we're going to deliver it to you. So now 179 00:11:12.440 --> 00:11:14.780 they go into the second section, the background 180 00:11:14.780 --> 00:11:17.450 and the purpose. This is where they discuss the 181 00:11:17.450 --> 00:11:21.650 problem they're going to solve. And this is what 182 00:11:21.650 --> 00:11:23.930 you're do here. You're going to discuss the 183 00:11:23.930 --> 00:11:27.800 problem you're going to solve. We understand that 184 00:11:27.800 --> 00:11:29.990 you have been incorporating a total quality 185 00:11:29.990 --> 00:11:32.900 management system in your practice, although you 186 00:11:32.900 --> 00:11:34.820 have every reason to believe your patients are 187 00:11:34.820 --> 00:11:38.030 pleased with the service you provide. You would 188 00:11:38.030 --> 00:11:40.940 like to give them an opportunity to discuss what 189 00:11:40.940 --> 00:11:45.050 they like and possibly don't like about your 190 00:11:45.050 --> 00:11:50.090 service. Specifically, your purposes are to survey 191 00:11:50.090 --> 00:11:53.210 your patients to determine the level of their 192 00:11:53.210 --> 00:11:57.510 satisfaction with you and your staff...to elicit 193 00:11:57.530 --> 00:12:02.010 their suggestions for improvement. And thirdly, to 194 00:12:02.010 --> 00:12:06.200 learn more about how they discovered you and 195 00:12:06.780 --> 00:12:11.310 compare your preferred and standard patients . Now 196 00:12:11.310 --> 00:12:13.170 preferred patients would be the ones that have 197 00:12:13.170 --> 00:12:17.610 been going to this dentist office for 15 years and 198 00:12:17.610 --> 00:12:20.100 standard patients would be the newer ones that are 199 00:12:20.100 --> 00:12:22.680 coming. All right. So that's his problem. Those 200 00:12:22.680 --> 00:12:28.080 are the four things he wants to know. He already 201 00:12:28.080 --> 00:12:31.050 knows these things, but you're just feeding back 202 00:12:31.050 --> 00:12:34.920 to him that you heard him; you heard what he wants 203 00:12:35.250 --> 00:12:38.970 and you're listing them here. All right, so now 204 00:12:38.970 --> 00:12:42.450 the plan. Notice that the plan is divided up into 205 00:12:42.450 --> 00:12:45.990 three parts. Now, I want to emphasize to you that 206 00:12:45.990 --> 00:12:48.900 when you come to this section in your proposal, 207 00:12:49.710 --> 00:12:53.520 you may have only one part. You do not have to 208 00:12:53.520 --> 00:12:57.330 have three parts. The reason why there are three 209 00:12:57.330 --> 00:13:02.590 parts here is because in solving this dentist's 210 00:13:02.850 --> 00:13:07.020 problem, they need to do three things. So they 211 00:13:07.020 --> 00:13:10.350 divided it up. But see, you may not need to do 212 00:13:10.350 --> 00:13:14.790 that. You might you might have two parts, but you 213 00:13:14.790 --> 00:13:19.530 don't have to. So here you can read this yourself 214 00:13:19.530 --> 00:13:22.320 in more detail. Here are the three things they're 215 00:13:22.320 --> 00:13:26.010 going to do. This is their plan. They're going to 216 00:13:26.010 --> 00:13:30.120 make a survey to give out to all of these 217 00:13:30.120 --> 00:13:33.750 patients and they discuss it here exactly what 218 00:13:33.750 --> 00:13:37.290 it's going to cover. Then after they've gotten the 219 00:13:37.290 --> 00:13:41.280 survey back, they're going to analyze it, and here 220 00:13:41.280 --> 00:13:44.820 they talk about exactly how they'll do that and 221 00:13:44.820 --> 00:13:48.480 what they'll deliver. And then thirdly, after 222 00:13:48.480 --> 00:13:50.460 they've made the analysis, they're going to write 223 00:13:50.460 --> 00:13:53.600 it up in a report. And they're going to give him 224 00:13:53.600 --> 00:13:57.960 conclusions. All right, now like I said, you 225 00:13:57.960 --> 00:14:01.200 may not have these three parts; you may just say, 226 00:14:01.350 --> 00:14:04.470 here's my plan, this is what I'm going to do and 227 00:14:04.470 --> 00:14:08.030 that'll be fine. All right. Let's see what else there is. 228 00:14:08.310 --> 00:14:10.740 This is only the third part. We've had the 229 00:14:10.740 --> 00:14:13.770 introduction. We've talked about the problem in 230 00:14:13.770 --> 00:14:16.500 the background and purpose. We've talked about the 231 00:14:16.500 --> 00:14:19.740 plan. Let's look at the next page. 232 00:14:21.890 --> 00:14:25.160 Now we're at the part called schedule, when is all 233 00:14:25.160 --> 00:14:28.710 this going to happen? When will you what's your 234 00:14:28.710 --> 00:14:31.740 timeline like when we start? When will you be 235 00:14:31.740 --> 00:14:35.550 finished and what will you do in between? And so 236 00:14:35.550 --> 00:14:37.590 here's what they're saying. They'll do the 237 00:14:37.590 --> 00:14:41.520 questionnaire from April one to April six. The 238 00:14:41.520 --> 00:14:44.670 deadline for getting the questionnaire back will 239 00:14:44.670 --> 00:14:49.120 be April 25th. They'll process everything on the 240 00:14:49.120 --> 00:14:51.940 25th and 26th, and the report will be 241 00:14:51.940 --> 00:14:55.300 completed by May 2nd. So they're 242 00:14:55.510 --> 00:14:58.540 planning on spending about a month on this; you 243 00:14:58.540 --> 00:15:02.890 won't need a month on yours, but nevertheless, 244 00:15:03.220 --> 00:15:05.710 when are you going to do it? Now, basically, the 245 00:15:05.710 --> 00:15:07.870 way you do the schedule is you just look at your 246 00:15:07.870 --> 00:15:11.770 plan; whatever you say your steps are that you're 247 00:15:11.770 --> 00:15:15.600 going to do, here, you just repeat the step and 248 00:15:15.600 --> 00:15:19.420 tell when you're going to do it. This is when I'm 249 00:15:19.420 --> 00:15:21.520 doing step one, this is when I'm doing step two, 250 00:15:21.520 --> 00:15:26.810 step three. All right now, and this is when I 251 00:15:26.810 --> 00:15:31.310 deliver. Staffing: you may be working with someone 252 00:15:31.310 --> 00:15:35.480 or you may not be, but here, if it's just you, here's 253 00:15:35.480 --> 00:15:36.650 where you're going to talk about your 254 00:15:36.650 --> 00:15:39.410 qualifications and your background. You're doing a little 255 00:15:39.410 --> 00:15:42.350 mini resume here to let this person know how 256 00:15:42.350 --> 00:15:46.490 professional and experienced you are and possibly 257 00:15:46.490 --> 00:15:50.300 someone else are. So you'll just talk about 258 00:15:50.990 --> 00:15:54.980 your qualifications. Now, here's the part where 259 00:15:54.980 --> 00:15:57.770 you're going to deal with the costs. In the 260 00:15:57.770 --> 00:16:01.340 case of this marketing company, they have a lot of 261 00:16:01.340 --> 00:16:04.520 costs. They're charging by the hour. Chances are 262 00:16:04.520 --> 00:16:06.530 you're not going to be charging by the hour on 263 00:16:06.530 --> 00:16:09.440 yours. But how are you going to charge how will 264 00:16:09.440 --> 00:16:13.520 you handle money? You're going to want to get paid. 265 00:16:15.260 --> 00:16:18.320 And who is going to do the paying? Who's going to 266 00:16:18.320 --> 00:16:20.300 do the collecting of money? This is all something 267 00:16:20.300 --> 00:16:23.090 you're going to work out when you see what what 268 00:16:23.090 --> 00:16:26.660 your services are. Notice that they charge by the 269 00:16:26.660 --> 00:16:29.600 hour for developing the question, for the cost of 270 00:16:29.600 --> 00:16:32.570 the mailing, for the cost of the data processing 271 00:16:33.080 --> 00:16:38.380 and total costs. And here they are. Now, after 272 00:16:38.380 --> 00:16:42.580 you've done that, the person pretty much knows how much 273 00:16:42.580 --> 00:16:46.240 the whole thing is going to cost from beginning to 274 00:16:46.240 --> 00:16:49.770 end. And so now that you've given them a lump sum 275 00:16:49.770 --> 00:16:52.680 here of what it's going to cost, this is the last 276 00:16:52.680 --> 00:16:58.830 section. What do they need to do to get you to get 277 00:16:58.830 --> 00:17:01.830 started? What are you going to require to get 278 00:17:01.830 --> 00:17:08.030 started here, they say: We are convinced our 279 00:17:08.030 --> 00:17:11.630 report is going to enhance your practice. We're 280 00:17:11.630 --> 00:17:14.960 going to give it to you by May 2nd if you sign the 281 00:17:14.960 --> 00:17:18.350 enclosed duplicate copy of this letter and return 282 00:17:18.350 --> 00:17:21.170 it to us with a retainer of this amount of money. 283 00:17:22.510 --> 00:17:24.910 So in other words, they want some money up front 284 00:17:25.270 --> 00:17:28.120 before they get started, and then they will bill 285 00:17:28.140 --> 00:17:29.300 them for the remaining. 286 00:17:31.490 --> 00:17:35.000 Well, let's take a look and see exactly what 287 00:17:35.000 --> 00:17:39.030 you're going to do. You now know the seven steps 288 00:17:39.030 --> 00:17:42.420 that you're going to have in your proposal, and by 289 00:17:42.420 --> 00:17:44.310 the way, your proposal is going to look exactly 290 00:17:44.310 --> 00:17:48.720 like this. You will have letterhead. 291 00:17:50.960 --> 00:17:52.630 It's going to be two pages here.