After several years of writing many proposals with mixed success, here are the key lessons I have learned for writing a proposal that’s a win for you and the client.
- What’s the problem? Following a professional-looking cover page, start the body of the proposal with a summary of the client organization and their presenting problem. This shows that you were listening and reminds them about the agony of their current situation. If it is possible to describe how the issue impacts their business in terms of cost, schedule, quality or customer relations, this helps to convey the return on their investment in your offer.