How to Create a Winning Proposal

Businesswoman making a presentationFlip your perspective to avoid a “so what” response.

By Martin Bissett
Business Development On a Budget

Getting the proposal document right is a mini-science in itself, and it’s not within the scope of this post to explore it in depth. However, the following guidelines will help you understand the process and principles.

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First and foremost, you must write the proposal from the viewpoint of the client, not your own. It must make sense to them, and it must pass theirso what test. If the prospect reads a statement or sentence in your proposal and mentally asks, “So what?” that is the kiss of death for your proposal.