Are You Losing Consulting Business Because a Weaker Competitor is Simply Writing Better Proposals Than You?
As the old saying goes, proposals should be more about summations and less about explorations.
In fundamental terms, a proposal is nothing more than an offer or actions from one party to another, often in exchange for financial compensation.
It seems pretty straight forward, right? I will offer you X in return for Y. Yet, if that is that elementary, why do so many consultants put such extreme emphasis on the proposal writing process? Why is it such a point of immense stress? The answer may not be what you think it is.
Sadly, many talented consultants leave a lot of money on the table each year because their concept of what a proposal should – and should not – be, is completely wrong.
A common misconception is that proposals should being “selling” the services of the bidder, as well as trying to legitimize the credentials of their firm and their consulting methodologies. But that rationale is outdated and flawed.
"If you don’t know your buyer, i.e. you haven’t had discussions with the client beforehand, and you’re submitting a proposal to them, you are starting out in a position of weakness… especially, if your competitors have had previous contact with the client." - Luke Bencie
This 7-part video series will give you the intellectual firepower, as well as provide valuable templates, that will help you to start winning more business right away.
Discover the following principles:
Reaching conceptual agreement with your client
Stipulating project outcomes
Determining measures of effectiveness
Writing stronger proposals, which command higher fees