Introduction

Clients do not always take the time to clearly define their own e-learning needs. This may be due to the fact that the client is caught up in the day-to-day struggle of running a training department, the client is dealing with several issues at once, or the client is unable to pinpoint the exact need. The client may know that "something has to be done" but is not sure what. Other times, the client might be so close to the problem he or she cannot view it objectively. Clients need your help to define their e-learning need.

The client's need is typically defined in the Description of the Problem/Overview of the Solution. This can also be called Understanding the Scope, Statement of Scope, or Solution Overview. Other titles can also be used.

Regardless of the exact title, this section of the proposal is where you show clients that you understand and can define their e-learning need. Clients need to know that the vendor has a clear picture of the e-learning need facing them. The main purpose of this section from the client's perspective is to see if you understand the client's need. The main purpose from your perspective is to define the client's e-learning need so that only your firm can solve it.

Why this Section is Needed

In this section of the proposal you provide a description of the client's e-learning need as you see it. You take the time to think through the problem...