Your Proposal Must Persuade
Business proposals are written for one reason - to win business. You win business when your proposals persuade clients that your solutions are better than your competitors. So, as you start to write your proposal, bear in mind that your main objective is to persuade the reader to buy your service.
Persuasion takes four steps
Your proposal will persuade the reader if you do four things:
1. Understand the client's need
You get the reader's attention by stating a specific need or problem they have and explain how you can solve this. Every client-centred proposals show that you understand their need. Show clients that you recognize their need. State it clearly.
2. Show the benefits
Use the RFP to show your understanding of the benefits they can expect from what you are proposing. Discuss the solution at a later stage. For now, focus on explaining how client can improve their productivity, profitability and success with the solution you're offering. To support your argument, explain the consequences of inaction or selecting inferior products. You'll establish credibility not so much by demonstrating your expertise, but by showing your understanding of their business needs.
3. Recommend your solution
Make a firm, clear recommendation accompanied by action steps. Avoid any vague statement. Make sure that the reader clearly understands what you are proposing. Ask yourself - can they summarize in one sentence what you are proposing.
Recommend a specific approach or application: "We recommend that the use your company to design, write and produce its corporate marketing brochure." And present it so well that the client believes that your solution will meet their need.
4. Give details
Give the reader technical and other details needed to show your qualifications and competence to deliver the solution on time, on budget and to specification. These... [continues]
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