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Writing Winning Proposals

Posted 11 months ago in MARKETING

Do you want to know how to write a winning proposal?  If your business relies on you sending quotes or proposals follow these 9 simple steps*:

  1. Situation appraisal – outline briefly why the project is needed. Not chapter and verse – less is more here – one or two sentences.
  2. Objectives – 4 or 5 things your client wants to achieve as a result of what you are offering them.  Objectives should focus on problems to be solved or goals to be achieved.
  3. Measures of success – how you will measure progress towards achieving those objectives.  Again, keep it simple and concise but make sure it’s measurable.
  4. Value – what will be gained from the project – financial and non-financial benefits to the customer.
  5. Accountabilities / expectations – how will you work together?  Include standard terms and conditions as an attachment if needed but don’t bog down the proposal with these in the main body.
  6. Timing – when will the project start and finish?
  7. Delivery – how will you deliver the proposed product or service? Consider 2 or 3 different options here that will achieve the stated objectives.
  8. Pricing and payment options – what will it cost for each of the options, when will you invoice and when is payment due.
  9. Acceptance – where does the customer identify which option they want and where do they sign to accept the proposal?

How well do your proposals fit this 9-step process?  Do you need to revise yours?
If you want help, please contact us and we can review yours with you.

 

You miss 100% of the shots you don’t take

– Hockey Hall of Famer Wayne Gretzky

 

 

 

 

 

 

*Content adapted from Alan Weiss, Author of Million Dollar Consulting

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