Objectives to Be Met by a Successful Proposal
- Convince the client to use your firm – positioning.
- Develop a Compelling Sales Pitch.
- Reach a Clear Unambiguous Agreement.
- Close the deal or at least prepare the ground.
Are there other objectives you can think of? Note them for yourself
The best proposals keep these criteria in mind |
Positioning and differentiation
The proposal should position the consultant by addressing the issues below in a manner that clearly differentiates the consultant from the competition.
- Right reputation/ Prior experience
- Right style – culture match
- Right team / skills / subcontractors
- Right approach, tools, methods
- Right timetable – compelling event
- Right deliverables and added value
- Right price – not necessarily the cheapest
A good proposal wins the business at a fair price |
Developing a compelling sales pitch
The proposal should ask and answer the following questions:
- Why this vendor, using this approach at this price and at this time?
- What are the key factors driving the prospect’s buying decision at each level (speed, quality and/or price) and have they been specifically addressed?
- Did we match and assign our own strengths to the appropriate client buying influences?
- Have we provided a sound business case and shown that we can add true value?
Clear Agreement
Remember: The proposal represents a legal understanding between the parties and commitment between the parties and may become the contract |
- The proposal should be cohesive, clearly stated and scoped.
- It should clearly define what will be done by whom, when, how and why, at what cost, over what timeframe and with what results and deliverables.
A good proposal design prepares the ground for a close
- A good proposal prepares the ground for a sales close.
- The better the proposal, the easier the close.
