Having been on both sides of the desk when it comes to writing and reviewing proposals, I’m frustrated when I receive estimates that are parading around as proposals; there is a HUGE difference between the two. And, the quicker you master these differences, the quicker you close more biz!
The goal of a proposal is to give the prospect enough information to say yes! An estimate merely explains the cost.
Essentials of a Proposal
- The Problem/Key Issue – Why does the prospect need you? What is the pain point?
- Credibility – I’m looking for the key reasons to hire you; why are you better than your competitors? Where are your samples? How about similar work? Do you have a portfolio on-line? References?
- Deliverables – What are you delivering? How are you solving their problems?
- Timetable – When does the engagement start and when does it end?
- Fee – How much does it cost? How is it paid? Is there an escape clause?
- Quantifiable Parameters – If you are writing copy, for example, how many drafts? What happens if it the copy needs more work?
Need help in creating a winning proposal template? Let me know! Other thoughts? Please share in the comments below.