Writing Winning Proposals

“You miss 100% of the shots you don’t take”

– Hockey Hall of Famer Wayne Gretzky

Are you struggling to write proposals that win clients? As a small business in Nelson, you know that sending out effective quotes or proposals can make or break your business. To help you succeed, we've put together a straightforward 9-step process* to craft winning proposals:

1. Situation Appraisal - Start by briefly outlining why the project is necessary. Keep it concise—just one or two sentences will suffice. Your clients want clarity, not a novel.

2. Clear Objectives - Identify four or five key objectives your client wants to achieve. These should be directly related to solving problems or reaching specific goals. Remember, focused objectives can set the tone for a successful project.

3. Measurable Success - Determine how you will measure progress toward achieving those objectives. Keep your measures simple, but ensure they are quantifiable. Success should be easy to track.

4. Demonstrate Value - Show the financial and non-financial benefits your client will gain from the project. Emphasise the value you bring, whether it's saving money, increasing efficiency, or delivering peace of mind.

5. Set Expectations - Clarify how you and your client will work together. This includes outlining roles, responsibilities, and expectations. Attach any standard terms and conditions, but don't let them clutter the main proposal.

6. Timely Delivery - Specify when the project will start and finish. Clear timelines build trust and help manage expectations.

7. Offer Flexible Delivery Options - Present two or three different ways you can deliver the proposed service or product. Offering choices can make your proposal more appealing and tailored to the client's needs.

8. Transparent Pricing - Detail the costs for each option, along with payment terms. Clearly state when you will invoice and when payment is due, ensuring there are no surprises.

9. Client Acceptance - Provide a straightforward section where the client can choose their preferred option and sign to accept the proposal. Make it easy for them to say "yes."

Review Your Proposals Today

A well-crafted proposal is your first step toward securing new clients and building lasting relationships. If you're a Nelson business owner, it's crucial to ensure your proposals align with this 9-step process. Need help refining your proposals? Contact us today for a thorough review. Let's talk!

*Content adapted from Alan Weiss, Author of Million Dollar Consulting