Ten Tips To Writing A Winning Business Proposal

Note From RainToday: As the final part of a two-part series on proposal writing, this piece covers some essential guidlines that will help anyone draft better proposals. Learn "Don'ts" 6-10 below or read "Don'ts" 1-5 here.

---

Don't #6: Don't Stick To A Rigid Process

There have been countless attempts to standardize the proposal/sales process. In a perfect world, management identifies an opportunity, goes on a scoping meeting deciding to go forward with the opportunity, and meets to discuss an approach to the RFP. Sound familiar? The problem with this is one size doesn't fit all. We often forget that there is more than one entry point in the cycle, which is determined by where the prospective client is in identifying its needs.

Recognizing those differences affords you the ability to provide a glimpse of the kind of service the prospect will receive. The more perceived value you can provide up-front, the more likely the prospect will select you as their service provider. Be flexible. Not all decisions are based on price, so a small investment of time and effort may pay-off significantly in the end.

Scenario One: Company A has never been audited. They know this is an issue but don't know if they just need a review, does Sarbanes-Oxley apply to them and so forth? Obviously, they need information. At this point they would probably seek out professional service firms and meet with them individually to find out what alternatives are available and get a feel of how much experience the firm had in this area as well as within their industry.

Scenario Two: Company B is an established public company that is required to go out to bid every five years. They have an established set of criteria that must be met within an established timeframe. They are further in the process and are ready to issue an RFP.

Never force your process on the client or prospect - be flexible - there is more than one entry point in the sales cycle/process.

Don't #7: Don't Start Your Proposal Without Doing The Due Diligence

Gathering market intelligence up-front can save you a significant amount of time writing your proposal. By visiting a company's website you can see what their mission, vision and core values are. This provides you with an opportunity to make clear links between their company and yours. In addition, you can demonstrate an understanding of their business and what is important to them.

It is always a good idea to look at current press releases and articles. Paying attention to their current events such as opening a new plant may open doors to other opportunities.