Wednesday, 25 October 2017

How to Write A Winning Business Proposal (Part 3)

Seven Key Questions To Keep You Client-focused
It is possible to jump into developing a proposal with the mind of engaging people to sign up for your cause or patronise your services. However, if such proposal is not developed with the receiver in mind, it will probably meet a brick wall and not achieve desired result.

In developing a proposal, here are some of the important questions you need to ask yourself that will make the document speaks to the specific needs of your client, rather than merely publicize your own solutions off the mark:

1. What is the client’s problem or need?
2. Why is this problem worth solving?
3. Which of my product/services can solve the problem or meet the need?
4. What goals will be achieved by whatever action is taken?
5. Which goal has the highest priority to them?
6. What results are likely to follow from each of my recommendations?
7. Comparing these results to the customer’s desired outcomes or goals, which recommendation is best?

Thanks for reading!


Copyright © 2017 Babatunde Oladele. All rights reserved.­

Tuesday, 24 October 2017

Components of a Proposal


Below are some of the general features that are contained in a proposal:

1. Background/Problem Definition
2. Objectives of the Proposal
3. Proposed Solutions
4. Modus Operandi
5. Execution Timeframe
6. Evaluation of Results
8. Cost Implications andPayment schedule
9. Short Corporate Profile
10. Track Records or Testimonials

11. Appendices (if available)

Friday, 20 October 2017

How to Write A Winning Business Proposal (Part 2)

7 Sins of Business Proposal Writing
1.   Failure to focus on the client’s business problems and payoff
2.   No persuasive structure
3.   No clear differentiation of one compared to other vendors
4.   Failure to offer compelling value proposition
5.   Key points are buried or not highlighted
6.   Difficult to read because they are full of jargons
7.   Contain credibility killers – misspelling, grammar and punctuation errors, wrong use of client’s name, inconsistent formatting, etc

The Value of Business Proposals
To Clients
- It helps clients to compare vendors, offers or price so s/he can make an informed decision
- It helps clients to clarify complex information
- It makes the buying decision more objective for the clients
- It slows down the sales process, so clients do not feel rushed into a deal or feel taken advantage of
- Helps clients to solicit creative ideas, become educated or get free consulting

To You
- It helps you to sell
- It helps you to sell on value instead of price
- It helps you to compete successfully without having personal contact
- It enables you to sell a technical solution to a non-technical buyer
- The proposal is your marketing tool
- It helps you to influence clients or make an impression on them
- It helps to demonstrate your competence and professionalism


Thursday, 19 October 2017

How to Write A Winning Business Proposal (Part 1)

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.

Wednesday, 18 October 2017

Utilising Communication Skills for Personal Development (Part 13)

Reading for Emotional Development

The first way to utilize reading for emotional development is in the building of a good self-esteem. The amount of information and depth of knowledge you have will directly influence both how you see yourself as well as how others regard you. A man who does not read will be bereft of knowledge. He will have nothing to say when people who are better informed are talking about a subject of discourse, and will have to settle for what others tell him. This does not help the ego in any way. So by cultivating a reading habit, you will not just be enhancing your intellect, but you will also be giving your self-esteem a boost as well.

Another way reading can be deployed for emotional development is in the formulation of personal polices and philosophies of life. The more you know, the better you become and the more you are able to put under check you erratic feelings and desires and coordinate them to make the most of yourself.


Tuesday, 17 October 2017

Utilising Communication Skills for Personal Development (Part 12)

Reading for Personal Development


Reading is perhaps the most influential of the communication skills in the development of the individual. Reading, like listening, is a receptive communication skill. It is done by consciously inputting information into one’s consciousness through the eyes and the brain. The more of it you do, the better, improved, enhanced, and versatile you will become.

There is no way we can talk about reading in isolation of books. Books are the main objects in a reading exercise, and a very important one too. Explaining the role of the book in attaining development of any kind, Dr. Alex Ekwueme, cited by Adesanoye (1995:2), says:

In as much as education is the backbone of… development, and the book is the principal element in the educational process, the book deserves a place of honour in our…(personal) priorities. The book is a passport to the world, an indispensable vehicle of science, a storehouse and conveyor of culture and information, and a vital ingredient for development. The importance of books in the development of man and in the fulfilment of his potential can never, therefore, be overstressed.

It is a popular saying that “readers are leaders”. Therefore, anyone who desires to build a life of prominence must cultivate the habit of reading. Someone, somewhere has documented in a book all you need to succeed in life or solve a particular problem. The onus, therefore, lies on you to seek the relevant publications that address your issues, read and apply their principles. To underscore this position, Rohn (2005b) says:

All of the books that we will ever need to make us as rich, as healthy, as happy, as powerful, as sophisticated and as successful as we want to be have already been written.
People from all walks of life, people with some of the most incredible life experiences, people that have gone from pennies to fortune and from failure to success have taken the time to write down their experience so that we can be inspired by it [sic], and instructed by it [sic], and so that we can amend our philosophy by it [sic]. Their contributions enable us to reset our sail based upon their experiences. They have handed us the gift of their insights so that we can arrange our plans, if need be, in order to avoid their errors. We can rearrange our lives based on their wise advice.

However, it is unfortunate that most people do not read except they are compelled to, usually for academic reasons. The reading culture, especially in this part of the world, is at the lowest ebb. People place more importance on other activities rather than reading. It is in this part of the world that we have many literate illiterates. These are people who can amply be described by the aphorism that says “he who does not read has no advantage over him who cannot read”. Illiteracy consists not only in the inability to read and write alone, rather, a person who can read and write but who do not put these skills to use is as illiterate as the one who cannot.

Commenting on the phenomenon of bad reading culture, Rohn (2005b) says:

The issue is not that books are too expensive! If a person concludes that the price of the book is too great, wait until he must pay the price for not buying it.  Wait until he receives the bill for continued and prolonged ignorance.
There is very little difference between someone who cannot read and someone who will not read.  The result of either is ignorance.  Those who are serious seekers of personal development must remove the self-imposed limitations they have placed on their reading skills and their reading habit.

Proffering a solution to reverse the trend of deficient reading culture among people across the world, Carson (1991:203) a world renowned neurosurgeon and author says:

The biggest reason most people have trouble reading is that they do not do enough of it- and they do not do it fast enough…
What is true of many things in life is definitely true of reading: the more you do it, the easier it gets. And the easier it gets, the more efficiently you can extract relevant data from the printed page – not just breadth of information but also depth.


With this background on the essence of reading, let us now go on to see how we can utilize this skill for different forms of personal development.

Monday, 16 October 2017

Utilising Communication Skills for Personal Development (Part 11)

Speaking for Professional Development

The art of elocution is one of the greatest personal assets one can use for personal advancement.  The extent to which one has this skill will play a great role in how he is esteemed by others as well as his ascension of the corporate ladder.  Lending credence to this verity, Depew, as cited by Carnegie (1957:19), says: ‘There is no other accomplishment which any man can have that will so quickly make for him a career and secure recognition as the ability to speak acceptably’.
                                        
The art of speaking in this regard is not limited to public speaking alone.  Other contexts of speech communication are included as well. A man who has a good command of his language of communication will always enjoy preferential consideration at the workplace above his colleagues who are not as endowed. Carnegie (1957:19), while enumerating the benefits of possessing a good speaking skill, says:

What additional self-confidence the ability to talk more convincingly in public will mean to you. Think of what it may mean and what it ought to mean in dollars and cents. Think of what it may mean to you socially; of the friends it will bring, of the increase of your personal influence, of the leadership it will give you. And it will give you leadership more rapidly than almost any other activity you can think of or imagine.

Beside facilitating accelerated promotion and influence at the work place, the art of elocution will also bring in more clients, customers and supporters for those whose stock in trade involves much speaking, either in public or to individuals. It therefore behoves anyone who aspire to pursue a career in this line to thoroughly learn his subject matter, the mechanics of his language of communication, as well as the art of effective delivery. These are the ingredients that will determine, to a large extent, how he fares in his chosen vocation.