Creating the Perfect Proposal

There are many ways to create a proposal to a prospect for the product(s) and/or service(s) you offer. In most cases, the proposal is only part of the process when closing a deal.  But for this blog, I would like to take a few moments and focus on the basic elements that you need to provide in your proposal AND help you take some simple steps to help improve upon it.

1.)   Keep it Clean
Your proposal should be clean and well organized which allows the prospect to navigate to the important information within the proposal. A table of contents is a nice way to do this.

2.)   Keep it Simple
You should already have collateral materials that describe your company and the products and services you offer. However, simplifying your collateral is a nice touch that introduces your company to other people at the prospects organization that may review the proposal but haven’t had the interaction that you have enjoyed with the prospective client point of contact.

3.)   Be Thorough
One of the biggest problem that most companies face is “scope- creep” and the way to navigate this issue is to thoroughly explain the deliverables on your end AND the expectations you have of the prospect. This saves the frustration of getting involved in a project that changes course after each benchmark.

4.)   Don’t Assume!
We all know what happens when you assume… So, make sure you ASK the prospect for their business in the proposal. I know this may seem obvious but this is a common mistake made by companies every day.

5.)   Know the Prospect
Finally, the best proposals have a look and feel that resembles the prospective client’s business. In other words, if you have a no-nonsense prospect that has already seen your collateral materials – they may only want the costs associated with the project. On the other hand, you may have a prospect that is more interested in some of the details of each element of the project and the people working on the project, etc. – this prospect should be given a much more comprehensive proposal. Remember, not all prospects / clients are the same!

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