Winning business proposal is the foundation for your company, but it’s also the hardest document to write. A strong, well-written proposal can help your business thrive. A poorly-organized proposal can send a qualified lead packing. Let’s face it, this is one document you don’t want to mess up.
So then, how do you write a winning business proposal? Proposal writing is more a process of logic than art. It’s the channel through which your team communicates skills, experience and a project’s process to potential prospects. Here are a few tips that can help organize an effective proposal.
Know Your Client
The key to any proposal is to know your target audience, understand the problem that brought them to you, and then write the content with both in mind. The focus of your winning business proposal should always be the client.
Think of the potential client, and then structure the proposal to suit their needs.
- Does your process fit this customer’s needs?
- What solution do you have to offer this potential client?
- How will the client respond to the pricing?
If you do not know the answers to these questions – stop! Don’t write a document with uncertainty. Get on a discovery call or have your client fill out a questionnaire. IT Hands offers free, easy-to-personalize templates that you can use to find out more about your clients. Find out more.
Format for Easy Scan
We have to accept that our customers don’t read everything we write. They can’t. They are overloaded and too busy. Create a text that is easy to scan through.
- Use bullet points
- Bold important words
- Italicize phrases to show emphasis
- Title Each Page Effectively
The Proven Method
Here’s a simple and successful method for organizing a proposal. Problem, Solution, Process, Price.
- Problem – Know the problem your potential client is facing.
- Process – Define your process clearly for the client.
- Solution – Be sure your solution meets their needs.
- Price – Have a transparent pricing system to share at the end of a proposal.
Learn more about the proven method and how to organize your proposal in our recently-published eBook – Close More Deals with Great Processes. Learn more here.
Organization of a Winning Business Proposal
Usually, our proposal has the following sections:
- Introduction to Prospect’s Business and Specific Business Challenges
- Agile Methodology and Team Structure
- Technologies to be Used
- Solution Approach
- Process Flow Diagrams
- Project Plan (Sprint Cycles)
- Environments and Code Repository (Dev/Staging/Production, Git, etc.)
- UAT/UAP (User Acceptance Testing / User Acceptance Period)
- Investment and Timeline
- Client Acceptance Page
Quick Tip: Create a reusable template. Proposal creation can take so much time, but having a template shortens writing time and allows you to focus on the substance of the proposal.
Use Short Words
There is no law that says you need to use big words to impress your clients. In proposal writing stick with small words. Simple words are perfect for defining a clear solution, making a point, and grabbing attention. Remember: Less is more!
Effective proposals will help you advance to your maximum potential and win business. But that’s not the main goal in a proposal. Remember: Your client is the focus.
Make yourself useful to the client, and the business will follow.
Don’t like writing proposals? IT Hands offers Proposals as a Service. To learn more, contact us at firstname.lastname@example.org.
IT Hands provides quality, custom web development services to web companies and ad agencies. Our globally-dispersed team is a tight-knit community focused on delivering excellent results using agile processes. In over 16 years, more than 350 clients have been thrilled by the competency, trustworthy consultation, increased capacity and cost effectiveness we bring to every project.