Consultants believe they understand what a ‘proposal’ should be yet their idea of one is ineffective and often results in losing the business they are after.
1. Don’t Count on It: The proposal is not meant to win the business. Remember that. It is an important note. Now, before you want to go, let’s get clear. Until the buyer signs a proposal you haven’t won the business.
2. Focus on the Clients, Not on Your Business: You must resist the wish to tell the buyer all about your business in the proposal. This is not the place for it. The proposal needs to be focused on your buyer and their business, not yours. Do not tell them how long you have been in business and that you have this and that.
3. Just Keep it Short: No one wants to receive a 30+ page proposal when they can simply get a 2-3 page one. If your proposals are going over three pages you need to take a close look at what you are including in them.
4. ROI at the Front: If you want to make your proposal convincing for your client to take action. One of the best ways to do this is to show them how their investment will provide them with a significant return. Focusing on value and ROI is so important.
5. Business Structure for Success:
- Summary
- Goals
- Project Details
- Responsibilities
- Investment
- Terms
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