WRITING A STRIKING PROPOSAL OR TENDER EVERY TIME

01 February 2017

WRITING A STRIKING PROPOSAL OR TENDER EVERY TIME, Feb 28th, 12:45-5:00pm

Join the IC London and South East Network for this event to learn more about how to write a successful proposal or tender. Attending this workshop would be particularly beneficial to Independent Consulting Professionals and Professional Service Companies who prospect large corporations and the public sector and wish to enhance their business proposals and tenders.

Ahead of the event, our speaker, Christina Murias, founder of Green Growth Consulting, a successful business consulting and training company, shared a few initial thoughts on the subject.


In your experience, what is the most common mistake when writing a proposal or tender?

There are three common mistakes. Firstly, proposals don't really focus on the prospect's or client's needs, even though we might think they do.

Secondly, proposals lack a clear and persuasive structure. They usually consist of chunks of material that have been copied and pasted, they are difficult to read, and they are full of spelling and grammatical mistakes.

Thirdly, there isn't usually a clear differentiation of the service being offered compared to other providers. Proposals usually lack a compelling value proposition.

 

How has the current highly competitive business environment affected the way we write a proposal?

We usually need to submit proposals because various people in an organisation have a say on which product or service to buy: we call it complex sales. However, today's complex sales involve more than just multiple buyers.

Buyers are looking for integrated solutions, rather than products. New models of selling demand new skill sets, including a better understanding of the client's business problems rather than simply selling them a product.

To create a successful proposal, what should be the main elements to focus on?

A proposal framework should be composed of nine elements:

1. appraisal of the situation
2. objectives
3. metrics
4. value/benefits
5. methodology and options
6. timing
7. costs, terms and conditions
8. qualifications
9. joint accountabilities.

 

What are the key differences between the private and public sectors when it comes to writing successful proposals and tenders?

There aren't many important differences between the private and the public sectors when it comes to writing successful proposals – just the fact that the private sector might sometimes be more flexible about how a proposal should be presented. However, in my opinion, there are nine elements that a proposal must have, whatever the format.

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