Many proposal teams bolt for the boilerplate and forget about themes altogether.
A Method for the Madness The recipe for theme development includes a few simple ingredients from the RFP and the capture plan. The more difficult challenge is to develop a hierarchy of proposal, volume, and requirement-level themes with increasing levels of detail to support each high-level win theme.
The problem is many proposal teams fail to invest the appropriate time and resources to develop proposal solutions and themes. Set deadlines that will not only keep you on track, but will make them feel good about the progress of the project.
Even the goals and objectives might be re-used from time to time depending on how similar your client situations are. When there is already trust established, projects tend to go much more smoothly and I am typically not wasting my time when putting together a proposal for these clients.
They have worked hard to carefully hone their brand and proposal process. Or worse, the features and benefits are so vague and generalized that they fail to achieve the desired result — to provide evaluators with compelling reasons to select your company.
Follow and interact with them on Facebook, connect with them on LinkedIn. The best way to win a proposal. Most slogans are easy to remember catch phrases like the popular Washington Post slogan: How would your business benefit from success in this project.
The incumbent contractor failed miserably in training DoJ programmers to use the tool effectively and efficiently. This is often a single page that breaks down the items included in the project and their respective costs.
Understand the concept A proposal is a sales tool not an information packet. When you are writing a proposal, you are incorporating all that has been discussed, considered and debated through the sales process into one document. This is the section to highlight what you hope to attain after this project.
This consists of advertising, social networking, public relations, sponsoring conferences, sending speakers to conferences, publishing newsletters, and so forth.
These are much more formal and are used for larger projects, or when you need to give a client some more background to help them make their decision. The result will surprise you. What recommendations resonate with you the most. Theme 4 includes all the basic elements of a great theme benefit, feature, and differentiating proof.
A Method for the Madness The recipe for theme development includes a few simple ingredients from the RFP and the capture plan.
You are a creative agency, after all.
I recommend maintaining a library of photos of team members, your office, and your clients. There are a lot of very unfortunate proposal design templates on the internet, many of which are tacky and off taste.
What are the elements of a winning proposal. Writing a project proposal is about showing you care enough to have a successful collaboration. These companies range from well-known organizations with international reach to one-person local consulting firms.
When evaluators finish reading their assigned sections, the alignment of solution features with customer benefits and supporting proof points leave no room for doubt, confusion, or skepticism. Designing the proposal and finding templates The proposal, unlike the invoiceis not a space to splash your brand everywhere.
Nail down your proposal writing process to win work, and stop wasting your time and money on losing bids. Proposals are best when they are the recorded specifics that have already been agreed to.
That means that if you want to write a winning proposal, you are putting on paper what your decision-maker already understands.
Does the proposal writer believe that facts alone are enough to motivate a prospect to say “yes”? Winning proposals must be client centered, not company- or product-centered. How to Write a Winning Business Proposal (Plus a Sample Template) Download the bonus cheat sheet.
I'd also like the 5-part course on how to avoid the most common freelancing mistakes. Organizing your proposal format in advance boosts your chances of winning the client over. The Purpose of a Project Proposal In our last article on project proposals, we outlined the importance of communicating your understanding of the client’s problem.
Here are the most common sections of grant proposals, and the information you should include. Even if the proposal you write is not the standard proposal, you will likely need much of the information that does make up the full proposal, but in an abbreviated form.
A winning proposal displays the very best we have to offer. It displays our professionalism, our craftsmanship and our commitment to the client. It also demonstrates the benefits and value that we bring to the project.A winning proposal