What to Include When You MUST Write Proposals

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I am not a big fan of proposals. In fact, I find proposals to be a huge impediment to getting new clients. (Yep, I said impediment.) I avoid writing proposals whenever I can. But I know lots of folks do write proposals. And there are certain situations where you need some sort of document to gain approval. Many corporate, governmental, and NFP institutions need a proposal before they can make the hire. They may need multiple bids, or—because no one person can make a decision—the proposal is going before a committee. So, there are times when writing a proposal is necessary to get the work. If you must write a proposal, then write one that’s simple and straightforward using these five elements. Problem Summary You need your audience to know you hear and understand the issue. You can do this by restating the problem. It’s important to put the summary into the words they use; don’t wrap it up in big technical terminology or fancy jargon.

Use the same words they use to describe the situation in which they find themselves. If they can see that you understand the problem, they’ll believe you can solve it. So restating the problem is critical. Describe the Outcome Timeshare Owners Email List The client isn’t hiring you just because they have a problem they want to go away. They also want you to take them somewhere beautiful. So be sure to describe their desired future state of things. Once we work together, angels will be singing, unicorns will be frolicking, and leprechauns will be handing you buckets of gold. The client needs to see a compelling vision of the future that will be theirs once you complete your work together. Ask them, and they will tell you how to describe this future. Remember: the proposal is not where you prove your expertise.



They’ve called you because they already believe you’re qualified. They don’t need to hear how you are going to solve their problem (because that’s boring). Everyone’s “methodology” section looks the same: I’m amazing at this, and my process, while unique, is the same as every other proposal in front of you… A detailed, technical description of your methodology will not convince anyone to hire you. So leave it out. Okay, you’ve summarized the problem and described the amazing results of your work together; now it’s time to talk money. Cost is the part of the proposal that everyone flips to first. Don’t hide it in the back, put it right up front. But, never give them just one number. Include Other Options When walking into an Apple store, you see more than one phone. I don’t know about you, but I usually start out with a small phone with less memory. Then, I look at the bigger phone and think, “It’s just $100 more…” This results in choosing a memory upgrade, and pretty soon I’ve spent $500 more than where I began. Your proposal can work just like that. Most proposals have one price. The unspoken message is: This is my price, take it or leave it.