PROPOSALS

Background

In responding to invitations to tender many of our customers complain about artificial deadlines, tick box responses and the lack of availability of suitable experts at short notice. The result is the proposal response to the tender is badly thought through, poorly presented, and ultimately business is lost that could have been won.

Method

We have devised a short programme to improve the quality of proposals and continually enhance them on an on-going basis. The programme includes:-
- What a proposal is - and what it is not
- How to make the proposal an integral part of the account plan
- To understand where a proposal fits in the sales cycle and buying cycle
- How to personalise proposals to the customer and the individuals who will read it.

Outcomes

- Professionally written proposals that deal with the requirements in a positive manner.
- Increased enthusiasm about doing proposals, with the right people getting involved at the right time.
- A set of high quality templates which can be reused and modified to individual needs.
- Personal presentation of proposals that respond exactly to the brief and win business.