Writing a proposal which highlights your strengths and stands out from the sea of proposals that a potential client receives is what every business aims to do. But how can you write a business proposal which is the best?
Firstly, what is a business proposal? Sometimes SME owners mistake it for their business plan, but this is not a proposal. A proposal is a document which clearly lays out how you will achieve the goals your client has. It highlights the process, timeline, and price the customer can expect, and it is personalised to speak directly to the client in a language they would understand.
Another point to note is that proposals can be solicited or unsolicited. For solicited proposals, the prospective customer will put out a request for proposal (RFP) which will highlight what the customer needs. For unsolicited proposals, you will suggest how your business can help the customer with a perceived problem. Solicited proposals are easier to close the deal on.
Now, let’s look at four steps to writing a business proposal:
STEP 1: Understand what the customer wants
If you have an RFP, it is important to read through the proposal request carefully and clearly understand what the problem is you need to solve. This will ensure that everything you put in the proposal will show you understand the problem and you have the skills and resources to solve it.
STEP 2: Choose the layout of your proposal
Depending on the industry you work in, will depend on how you lay out your proposal. Take a look at different proposals and choose the one which will be the best for your business to shine.
STEP 3: Write the proposal
When writing a proposal, these are some sections to consider:
- Title page or Header: In this part of the proposal, you will put your name, your company name, the name of the person to whom you are submitting the proposal, and the date submitted.
- Cover letter: This is where you will introduce your company and give evidence about why you are best suited to solve the company’s problem. This will be an overview of your business. Make sure you are friendly and invite the company to ask any questions if they should have any. End it with a thank you and your signature.
- Statement of the problem, issue, or job: This is where you show your potential client that you understand the problem and why they want it solved. Your client may have made a request for a new website but why? Do they want to increase sales or the reach of their brand? By knowing the reason why they want the problem solved you will be able to give a clear statement of solution.
- Statement of solution: Here you will give a detailed outline of how you will solve the problem your customer has. You will show the approach you will use to solve the problem. Even though you will give a detailed outline of your method, you shouldn’t go into so much detail that you overwhelm your customers.
- Deliverables and timelines: You should advise your customer about what the deliverables will be and when they will occur on a timeline. You should also include the information you will need to access to achieve the deadlines you set for the project.
- Pricing and terms and conditions: This is always a touchy subject, but it is important that you clearly and concisely outline the price and what the customer is paying for. You should also spell out the terms and conditions you have for doing business with you.
- Conclusion: Summarise the proposal and give your customer a call to action.
STEP 4: Follow up
After your customer has had some time to read your proposal give them a call and see if there is any more information they would like. You can also check how far along the proposal acceptance process is.
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