Winning business with business proposals is all about attention to detail. It’s not enough to be a good writer – you must also be something of a strategist and even a sales psychologist.
This page will direct you to an ever-growing set of modules that don’t fit easily under any of the obvious heading associated with business proposals – the nitty-gritty details that can make all of the difference in the end.
Naturally, core skills like analyzing your client’s requirements, developing a Winning solution, and writing great proposals are arguably of more importance. However, the modules you can reach from this page are like the seasoning in a meal – they can make the difference between something that’s eaten and quickly forgotten and a request of “can I have some more?”.
Proposal Strategy Development (Click)
The Collins English Dictionary describes strategy as ‘the art or science of the planning and conduct of a war’.
In the sense that you will normally have stiff competition (enemies!) for any interesting business you use business proposals to pursue, and given that both you and your competitors will use coordinated campaigns to maximize your chances of winning that business, every deal situation is just like a war.
When writing proposals you will want to ensure that you plan the use of your available resources, and the conduct of your campaign, in such a way that you maximize your chances of winning.
In short, you will need a good proposal strategy.
It is critical that you write your proposals using tone and language that makes the reader feel comfortable – the tone and language they’d use if they were writing the proposal themselves. Do this and your reader is immediately comfortable – fail to do so and you risk miscommunicating – even if you have a great message.
By the time you finished this module you will not only have mastered an sales tool that will allow you to communicate with everyone you meet in the future much more successfully, but you will also know how to present them with proposals that they find much more acceptable.
Just as importantly, you will also have analyzed yourself using a behavioral tool that gives you a clearer understanding of those things that make you uniquely you. A critical element in understanding how to communicate with others is understanding oneself first.
Want to know how to write proposals that win more of the time?
Get the client involved in producing your proposal!
The only way to be sure that you really understand your client’s requirement well enough, and that your initial thoughts on a possible solution are strong enough to win the business, is to ask the client – and you should do this BEFORE you write your proposal