Winning proposal

Oct 30, 2012Download as PPTX, PDF1 like473 views

This document provides tips for writing a winning proposal in 3 sections. It recommends making the proposal client-centered by understanding the client's problem and objectives. It suggests providing enough information to demonstrate understanding of the client's needs, a compelling reason to choose your solution, and ability to deliver. The basic proposal structure is outlined as summarizing needs, showing potential gains, recommending a solution, and substantiating ability to complete the work. Finally, it emphasizes personalizing the proposal to the specific client and meeting their perceived needs as keys to a winning proposal.

How to write a Winning
Proposal
Juan Carrillo
October 2012
MATC Fall 2012

References

The articles and ideas to present my proposal in my assignment # 3 for
my Technical Reporting Session have been taken from
"I Already Have an Account." TEC Registration. N.p., n.d. Web. 30 Oct.
2012.
<http://www.technologyevaluation.com/research/articles/seven-
magic-questions-how-to-improve-your-win-ratio-by-selling-value-
instead-of-price-18732/>.
And
"I Already Have an Account." TEC Registration. N.p., n.d. Web. 30 Oct.
2012. <http://www.technologyevaluation.com/research/articles/how-
to-write-a-winning-proposal-18632/>.

How to write a Winning Proposal
• Create client-centered, persuasive proposals.
– What is the client's problem?
– Why is it a problem?
– What objectives does the client have in mind for a
successful solution? How will the client measure
success?
– Which of those objectives is most important?

How to write a Winning Proposal
• Provide your client with enough information.
– Evidence that you understand the client's business
problem or need.
– A compelling reason for the client to choose your
recommendation over any others.
– Evidence of your ability to deliver on time and on
budget
– "Can they really do this?"
• Responsiveness: Are we getting what we need?
• Competence: Can they really do it?
• Value: Is this the smartest way to spend our money?

How to write a Winning Proposal
• Basic structure
– Summarizing the client's needs.
– Showing their potential for gain or improvement.
– Recommending your solution.
– Substantiating that you can do the job.

How to write a Winning Proposal
• There are two "Ps" in successful proposal writing:
• Personalization
– Customers expect more today
– You have listened to them and remember what you
learned about them
• View customers as individuals
• Shows what it's relevant to them.
• Use the customer's language
• Then they will assume that the entire proposal has been
personalized to them.

How to write a Winning Proposal
• Primacy
– Meeting a perceived need
– Delivering superior value or return on investment
(ROI)
– Complying with the specification
– Proven vendor competence

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Winning proposal

1. How to write a Winning Proposal Juan Carrillo October 2012 MATC Fall 2012

2. References The articles and ideas to present my proposal in my assignment # 3 for my Technical Reporting Session have been taken from "I Already Have an Account." TEC Registration. N.p., n.d. Web. 30 Oct. 2012. <http://www.technologyevaluation.com/research/articles/seven- magic-questions-how-to-improve-your-win-ratio-by-selling-value- instead-of-price-18732/>. And "I Already Have an Account." TEC Registration. N.p., n.d. Web. 30 Oct. 2012. <http://www.technologyevaluation.com/research/articles/how- to-write-a-winning-proposal-18632/>.

3. How to write a Winning Proposal • Create client-centered, persuasive proposals. – What is the client's problem? – Why is it a problem? – What objectives does the client have in mind for a successful solution? How will the client measure success? – Which of those objectives is most important?

4. How to write a Winning Proposal • Provide your client with enough information. – Evidence that you understand the client's business problem or need. – A compelling reason for the client to choose your recommendation over any others. – Evidence of your ability to deliver on time and on budget – "Can they really do this?" • Responsiveness: Are we getting what we need? • Competence: Can they really do it? • Value: Is this the smartest way to spend our money?

5. How to write a Winning Proposal • Basic structure – Summarizing the client's needs. – Showing their potential for gain or improvement. – Recommending your solution. – Substantiating that you can do the job.

6. How to write a Winning Proposal • There are two "Ps" in successful proposal writing: • Personalization – Customers expect more today – You have listened to them and remember what you learned about them • View customers as individuals • Shows what it's relevant to them. • Use the customer's language • Then they will assume that the entire proposal has been personalized to them.

7. How to write a Winning Proposal • Primacy – Meeting a perceived need – Delivering superior value or return on investment (ROI) – Complying with the specification – Proven vendor competence

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