Part 1 of this series described five critical components forcreating a winning proposal. In some instances, these componentsare all a prospective client needs to make a determination andaward the job. Be sure to carefully review the request forproposal to determine the amount of information you need toinclude in your proposal. Remember, each proposal is unique.
Here are five more tips to keep in mind when preparing a winningproposal.
Tip #6 - Properly Estimate Job Costs
Selecting the right price for the proposed work is a delicatebalancing act. Pricing the job too low could cause you to losemoney on the job. Also, a bid that's too low might be perceivedby the client as unrealistic and cause you to lose the bid. Taketime to properly consider the amount of time and materialsinvolved in completing the tasks you have outlined and price thejob accordingly.
Tip #7 - Add Meat as Necessary
Proposal requirements vary greatly. If you're putting together aproposal for a major corporation or a government job, you'llprobably need extensive documentation. Examples of additionalinformation that might be required include sub-contractoragreements, non-disclosure forms, contingency plans, change orderprocedures, risk analysis data, benchmark results and more. Ifthe request for proposal asks for it, be sure you include it.
Tip #8 - Don't Reveal Too Much!
When submitting your proposed solution to the prospectiveclient's problem, you must not reveal too much information. Youneed to satisfactorily explain your approach while at the sametime keeping some information to yourself. Sound confusing? Howabout this: If you tell the client exactly how to solve theproblem, the client might decide to implement your solutionwithout your assistance! You'll lose out on the bid, not becauseyour approach was inadequate, but because you explained it sowell the client did not need an outside company to implement it.
Tip #9 - Proper Presentation
Once you've gathered all the important components for yourproposal, take time to ensure it is properly presented. Puttogether a Table of Contents and check that all copies of alldocuments are proofread, smudge-free and in the correct order.Finally, insert the proposal into a suitable binder. Give thefinished document a final review; it's your last chance tocorrect any mistakes. Submit the proposal according to theinstructions provided and make sure it is delivered before thesubmission deadline. If possible, deliver the proposal in person.You never know who you'll encounter on the receiving end!
Tip #10 - Investigate the Winning Bid
If your company is not awarded the bid, try to learn more aboutthe company that did submit the winning proposal. Put on yourinvestigator hat. Find out the price submitted with the winningbid and the approach that was proposed. Research the companyitself. Use whatever you discover as a learning tool for the nexttime. The information just might help your company put togetherthe next winning proposal.
And there you have it - ten tips for submitting a winningproposal. Good Luck!
Copyright © 2004 Cavyl Stewart. Get more software tips, strategies and recommendations to help you create winning proposals by signing up for my Exclusive 100% free, 100% original content ecourse: "The Secrets To Unlocking The Power In Your Proposals"! To sign up please visit: http://www.find-small-business-software.com/proposal-ecourse.html
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