Business Proposal Ideas
Creating proposal in a simple and smart way will increase the chance of closing the sale. Here are some guides to improve number of sales.
- Study the Requirements.
Writing a winning proposal begins with a clear understanding of the client’s requirements. Read the RFP thoroughly. As you’re reading, ask yourself, What are this company’s goals? What is my role in achieving these goals? Is the time frame, budget and scope of work reasonable? And if we’re awarded the contract, does my company have the time, expertise and resources to complete the project?
Next, decide whether you want to proceed. Preparing this proposal will require a lot of time and effort in research, analysis of the client’s needs and writing, and you may decide to wait for a better opportunity.
Wakefield examines every RFP carefully. “We don’t send everybody a proposal who asks for one, because researching and writing a proposal is a fairly expensive process,” admits Wakefield. “First, we decide if we can design a good program for them. Then, we look for projects that have some potential for us strategically, contracts that offer continuing relationships and good networking possibilities.”
- Writing the Proposal
Writing a business proposal is a lengthy and time-consuming process, so plan enough time to do it right! And if you don’t know how to write a business proposal, you need to be a quick learner. There are templates and samples online that you can study; visit a fellow entrepreneur who has experience and ask for his/her help. Generally, though, your sections will be as follows:
1.Describe the client’s current situation: In the case of the apartment owner, repair and maintenance have not been acceptable; perhaps screenings of tenants has not be thorough enough; perhaps the management company has not been responsive to tenant issues. These make up the current situation.
2.State your goals, objectives, and methodologies for meeting the needs of the client and remedying the current situation. Perhaps more resident maintenance staff are required; perhaps the office is under staffed; perhaps there are not clear and consistent policies and practices to respond to repair calls and to conduct those tenant screenings – systems and accountability need to be put into place!
- Answer the Who, What, Where, How, When, Why
Carl Dickson of captureplanning.com suggests that your proposal should contain all the information that answers the “who, what, when, where, how, why” of the job, and we agree. For example:
Who: who will do the work, who will manage the work, who does the customer call if there is a problem, who is responsible for what
What: what needs to be done/delivered, what will be required to do it, what can the customer expect, what will it cost
Where: where will the work be done, where will it be delivered
How: how will be work be done, how will it be deployed, how will it be managed, how will you achieve quality assurance and customer satisfaction, how will risks be mitigated, how long will it take, how will the work benefit the customer
When: when will you start, when will key milestones be scheduled, when will the project be complete, when is payment due
Why: why have you chosen the approaches and alternatives you have selected, why the customer should select you
If the client has provided a Request for Proposal (RFP) then go back through it and make sure you have answered all the questions listed there as well.
- Time Frame
Never submit the first or even the second draft of your proposal. Conduct at least two reviews or more if your proposal is of any length or especially complex. The review team should be different from the writers and look at the proposal from the client’s viewpoint. Be harsh, since any mistake could be the difference between success and failure. This is the most important step, so leave enough time to evaluate, write and re-evaluate multiple times before submission.
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