Jul 27, 2020
How do you create a great proposal?
In this episode, Mike and Jody discuss best practices when it comes to proposal planning.
Questions Answered:
- What goes into a proposal?
- Where does price go?
- What are some mistakes people make with proposals?
Key Takeaways:
- One of the challenges people will make when coming to proposal writing is they feel like they have to put everything in there.
- I would challenge you to think of it as less is more.
- Elements of a proposal: problem we are solving for, why is it important to solve the problem, how do we solve the problem, price
- If we can cover all four of these things, we have given them a solid framework that they can use to justify a purchase.
- Proposal should be simple to understand and very clear.
- My preference is to deliver price as early as possible as late as necessary. At minimum on the first page so they don’t have to flip pages or scroll down.
- Don’t tell your organization’s entire story up front
- We tend to overcomplicate and make them too long.
- Another mistake is finding a proposal that works and then everyone on the team uses it.
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