Writing proposals can be difficult. How do you cram all the right information into a document while making it an easy and compelling read. A good proposal has to spell out why your service is right for the customer. Subtlety is not rewarded. Some quotes are small enough that an accompanying email covering some key selling points is enough. But for larger or more complicated opportunities, a detailed proposal is critical.
Consistency in your proposal writing is essential. You want to give every opportunity the best chance of success. Below I give a few tips on how to pull together a robust consistent proposal framework that will set you up for success.
Proposals are a critical part of business development.
A good proposal should be clear, concise and easy to understand. Don’t put the customer off with reams of technical data. In this post I showcase a simple framework that applies to proposals big and small. If you take care to add the following components in your next submission your chances of getting a win are massively increased.
A Simple Proposal Framework
The triple A proposal framework comprises six stages:
- Introduction—includes a thanks for the opportunity and a three-point summary of the unique aspects of the proposal.
- Problem—outlines the problem you have been asked to solve. Make sure it accurately defines the scope of work. Align expectations between yourself and the customer.
- Product/Service—explains what your product or service comprises and how it solves the customer’s problem.
- Plan—describes your execution plan, including timeframes.
- Price and Options—details the pricing structure of your offering.
- Resolution—showcases what the end result looks like for the customer.
Broken down like this, proposals are not complicated documents to produce. Developing a letter template that encapsulates the six points is a real timesaver that easily maintains the consistency of your sales messaging.
Always Follow Up on Proposals
After sending a proposal to a customer, always let them know you will follow up with a call in a few days. This gives the customer enough time to read your proposal and digest the content. Make good on your promise and follow up with a phone call to get some feedback. Ask for further clarification on the following:
- Is it what you are looking for?
- Does the scope cover everything required?
- How is the price point?
- Is there anything missing?
Use this as an opportunity to tweak your offering to align with the customer expectations. Of course, if the customer feedback has raised any issues, ask their permission to amend the proposal and resubmit. This gives one more opportunity to adjust in line with the exact customer expectations—one more opportunity to win the sale.
Some customers, in particular government departments, will not allow follow-up discussions. In this instance, accept this as the case and move on to the next action on your tactical action plan.
Proposal Action
Do you have a proposal template and does it cover the six points highlighted above? Commit to developing and refining over the next few days. I can guarantee it’ll make an improvement on your win rate.
What do you include in your proposal templates? Have I missed anything? Let me know in the comments below or through the normal channels.
Business Development Resources
If you want to get a head start on systemizing your business development download my guide below. It contains all the key elements you need to get your customer facing activity on point, right now.
If you want to give your team the tools they need to create consistency and repeatability in their work winning, I can help. For a simple framework to base your business development activity around I recommend checking out my new book Business Development Begins Here. You can Order on Amazon by clicking the pic below.
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