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Write Proposals That Outclass Your Competition (Business Edition)

Date : 2008-04-02

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Outclass Your Competition with Killer Proposals

The next time you write a proposal, try these strategies to stand out from your competition.

•Read the Request for Proposal (RFP) thoroughly before you begin to write. Pay close attention to the problems or goals described by the prospect and tailor your response accordingly.

•Consider your prospect’s point of view. A proposal is not about your

credentials, services and products. It should be about your prospect’s needs and how you will address them. Your response should focus on the benefits your solution offers rather than the features.

•Research. Before you can suggest an effective solution, you must understand your prospect’s business, industry, competition and any other factors that affect the problem presented.

•Think. An effective proposal is more than a product or service description and pricing. It should show thought and understanding of the prospect’s situation. Thinking through your proposed solution before you begin to write will make writing considerably easier.

•Outline. After you have thought through the situation and your response, jot down ideas and organize them based on the requested format. If there is no specific format, organize your proposal by key points.

•Be specific. Details sell, generalities confuse. Be as specific as possible about your suggested solution.

•Make it easy to read. Help readers find key points by using bulleted lists and subheads in bold or italic type.

•Edit. Edit your proposal several times. Put it aside after you write the first draft and come back to it with a fresh mind to start the editing process.

•Proofread. Don’t let a typo or careless error knock your proposal out of contention. Proofread a hard copy several times. Ask someone who has not been involved in writing the proposal to review it.

•Follow the requested format carefully. Adhere to page limitations, include information in the required order and submit your proposal as requested.

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