Proposals are selling instruments which you use to solicit the 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 the 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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