Proposal Planning a Tactical Discussion

One of the challenges people will make when coming to proposal writing is they feel like they have to put everything in there.

I would challenge you to think of it as less is more.

Elements of a proposal: problem we are solving for, why is it important to solve the problem, how do we solve the problem, price

If we can cover all four of these things, we have given them a solid framework that they can use to justify a purchase.

Proposal should be simple to understand and very clear.

My preference is to deliver price as early as possible as late as necessary. At minimum on the first page so they don’t have to flip pages or scroll down.

Don’t tell your organization’s entire story up front

We tend to overcomplicate and make them too long.

Another mistake is finding a proposal that works and then everyone on the team uses it.

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