Testing your message

By Linda Julian

Ineffective proposals and presentations focus only on information about your firm and your services.

Winning proposals answer five simple questions decision makers consistently ask:

• is this the service we really need ?
• will it impact our business in a positive way ?
• can this firm deliver the services on time and on budget ?
• are we getting good value for our money ?
• can this firm deliver better than their competitors ?  (Give your client a reason to buy specifically from you).

By always testing your proposals and presentations against these questions, you will increase your chances of winning.