Whether a tender response, proposal submission, or presentation to a prospective client, be sure that the material you include performs as you want rather than just occupying space.
It’s unlike back at school when simply writing or saying what you knew about a topic was enough to get a pass mark.
Selling your services, making your case, and getting past competitors is often less about saying your story your way, than about telling your story in ways which hit the mark with the target client.
In so many areas, there are lots of capable professionals who have the core credentials and can do an adequate job.
Winning in the face of competition from a field of credible alternatives means your message and proposition must be clear - better still interesting, fresh, and spot-on relevant.
Before you present your next proposal, check that each answer, paragraph, or point you make will advantage your case.
Put the decision maker or evaluator hat on. Now, put your proposal through its paces with these questions:
- What am I looking at here ?
- Why are you showing or telling me this ?
- What conclusion am I supposed to draw from this ?
- How does what you’re telling me relate to me and my world ?
- Why is it important to me ?
- Why would I want to do it that way ?
- What value is that to me ?
- How does all this relate to what I want ?
- How can I be confident in what you’re saying ?
- Why is this a reason to give you our business ?
These questions will help you to hone in on those points which need more work, so that when the purchaser puts your presentation or proposal through its paces, you’re positioned for success.
For help with tender and proposal readiness and to deliver a winning bid, please get in touch.
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