Posted by Mark Greer
Writing Winning Proposals
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*:
- Situation appraisal – outline briefly why the project is needed. Not chapter and verse – less is more here – one or two sentences.
- 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.
- Measures of success – how you will measure progress towards achieving those objectives. Again, keep it simple and concise but make sure it’s measurable.
- Value – what will be gained from the project – financial and non-financial benefits to the customer.
- 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.
- Timing – when will the project start and finish?
- Delivery – how will you deliver the proposed product or service? Consider 2 or 3 different options here that will achieve the stated objectives.
- Pricing and payment options – what will it cost for each of the options, when will you invoice and when is payment due.
- 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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