Letters of proposal
提案书

These documents are the lifeblood of consulting, and have thus had a good deal of thought lavished on them over the years by consulting firms.
这些文件是咨询行业的命脉，因此多年来咨询公司对其进行了大量的思考和优化。

Most firms follow this approach:
大多数公司遵循以下方法：

• S = You have a problem
  S = 你有一个问题

• C = You have decided to bring in an outsider to solve it
  C = 你决定邀请外部人员来解决它

• Q = (Are you the outsider we should hire to solve it?)
  Q = （你是否是我们应该聘用来解决它的外部人员？）

The Answer to the Question is always ‘yes,’ of course, followed by a 3-part structure explaining that:
问题的答案当然总是“是”，随后是一个解释的三部分结构：

1. We understand the problem
   我们了解问题

2. We have a sound approach for solving it
   我们有一个合理的解决方法

3. We have good people to work on it
   我们有优秀的团队来处理它

This is perfectly logical in concept. However, let me point out that, structurally, the only section that reflects thinking is the approach section.
从概念上讲，这非常合乎逻辑。然而，我想指出，从结构上看，唯一能够体现思考的部分是“解决方法”部分。

The first section is an extended description of the Situation, playing back to the reader in organized form everything he has told you about how the problem arose.
第一部分是对情境的详细描述，以组织良好的形式向读者回顾问题是如何产生的所有信息。

Similarly, the final section, while true, is simply a listing of the qualifications of the people who will be assigned to the team.
同样，最后一部分虽然重要，但仅仅是列出将分配到团队中的人员的资质列表。

The major thinking is done in the approach section, where you specify the steps you will take (never more than 5) to solve the problem.
主要的思考在解决方法部分完成，在这里你需要具体说明为解决问题将采取的步骤（一般不超过5个）。

These steps must be stated in end-product terms as explained in Chapter 9, and will serve to define the major phases of the study, with the specific end products to be expected at the end of each phase.
这些步骤必须以最终成果的形式陈述（第9章有解释），并且将用于定义研究的主要阶段，同时明确每个阶段结束时的具体成果。

It is on the basis of the approach that the client should make his decision to hire, although alas that is not always the case.
客户应该根据解决方法部分来决定是否聘用团队，但遗憾的是，这并不总是如此。