How to write a proposal that is truly outstanding

A good business proposal can mean the difference between success and failure. Take a cue from The Business Minder and learn how to score those winning points.

Fulfilling expectations and requirements of a prospective client is a tricky thing. It starts with first impressions like how well you dress and speak. But even the most expensive haircut or suit is no substitute for how well you know your stuff and present a proposal with substance. Here are some tips on how to prepare a winning proposal that will earn you well deserved respect and hopefully, big money!

Study their needs

Focus on the requirements of your client or boss. Before you begin writing a proposal, you need to to check your client's goals and what your role is, in achieving them. Consider the time frame, budget and scope of work and whether you and your team have the time, expertise and resources to complete the project. Only then should you proceed with the planned proposal. Show exactly what you will do and how much it will cost. This is what most business executives and decision makers care about and want to see early on when reading through your proposal.

Research

Preparing the proposal requires time, effort and an in depth analysis of your client's needs. Your proposal has to have substance, backed by the relevant hard facts and figures. Make sure that you have enough time to conduct sufficient research to justify your proposal. Presenting a statistics backed proposal can help secure buy-in from your audience.

Understand your audience

Who are you proposing to and what are you proposing to them? Prospective clients or bosses may sometimes agree to proposals when it's first presented, but change their minds once the project actually rolls out. Communication is key. Talking to your client or stakeholder about the specific objectives and goals of a project will help you to stay on track.

These are just the basics of a good proposal. Expand it by including the following

- outline your objectives. Describe the core challenges that your solution will be addressing

- outline your key deliverables and the benefits that the client business will receive if they sign with you

- evaluate solutions for alternative methods in case they are required

- include your Unique Selling Points* (USP or UVP) to outshine competitors and get buy in from your audience

- list a Costs & Payment Schedule. Show how much will it cost and what is the payment schedule. Place the costs and payment terms mid way through the proposal

- show a Process & Timeline. Describe what the implementation process and timeline will look like

- Signature and Expiration Date - include a place for your client to sign and commit themselves to your proposal. Also specify an expiration date that lets them know that your offer expires and will have to be renegotiated if that date passes

- ensure the quality and accuracy of your proposal; good writing is just as important as how your proposal looks and feels

- include names and a description of credentials and expertise of the individuals who will be responsible for managing and performing the work. Include partners and any letters of support. Are there similar clients you helped solve similar challenges?

- make sure that all verbal promises made to your client in previous conversations are included in your written proposal.

Call The Business Minder for help at any time on +62 81 999 121 181. Before presenting your proposal it’s always a good idea to review it with your manager because they might catch some errors or oversights that you missed. While doing that, you could also discuss potential obstacles and objections that you may encounter so that you come prepared with a full range of tools that you could use during the negotiation and review stage.

*go to my articles on UVP