Proposals are selling instruments which you
use to solicit patronage of your offerings or a buy-in for your cause, idea or
project. Proposals do not just present only facts about your goods or
organisation, but also information on the processes of executing a given
project or delivering a particular service.
Generally, proposals should be:
- Accurate in information
- Detailed in coverage and
- Persuasive in presentation
What
Business Proposal is Not
- It is not just a price quote
- It is not just a bill of materials
- It is not a project plan or scope of work
- It is not all about the company’s history
either
Ideally, all of these should be included in
your proposal. But it is more than the summation of them together. A Proposal is
a sales document designed to drive the sales process towards closure!
Proposals’Litmus
Tests
Generally, proposals provide answers to
three basic questions:
- Why are the goods or services you are
proposing worth acquiring?
- What canthe receiver gain from the
product, service or project?
- How can your claims or promised results be
validated?
Qualities
of a Winning Proposal
Good business proposals should…
1.
Identify with the problems of the client
2.
Contain convincing information
3.
Contain ample details and credible
explanations
4.
Be thorough and clear
5.
Be consistent in structure, language and
presentation
6.
Indicate the competitive advantage of your
solution
7.
Be attractive to the client in terms of
cost, and
8.
Contain selling features such as track
records and profile of the company.
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