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Click here to Re-Tweet: The business should have already been won before sending the proposal. Having a consulting proposal is very different from having an effective consulting proposal. Does that work for you?
Focus on the Buyer, Not on Your Business You must resist the urge to tell the buyer all about your business in the proposal.
This conversation should have happened already. The proposal needs to be focused on your buyer and their business, not yours. Instead, use the opening of your proposal to re-establish the opportunity and challenge that you previously discussed with the buyer.
Longer proposals provide no extra value. They tend to talk more about YOU than they do about the buyer. This opening think executive summary confirms for the buyer that you understand their business and situation and that you know how to get them from where they are now, to where they want to be.
Nothing New Here Confusion leads to inaction. Keep the content focus on the discussion that you had with the buyer. Most of this information should have come up in the sales conversation however.
Structure it for Success The most effective consulting proposals have a clear logical structure that supports the decision making process. Summary — As I wrote above this is where you summarize the challenge and opportunity and set the stage as a recap of the project as discussed with the buyer.
Goals — Often a list of bullet points that explain what results the buyer can expect. Project Details — This section is where you list project duration.
Responsibilities — List what you will provide and what you expect your buyer to provide to ensure the project moves forward as planned efficiently and results can be achieved.
Investment — Your pricing and offers. Terms — How payment will be made and when, any other details regarding payment, invoicing, expenses, travel, etc.
This simple structure and approach has been proven year after year to work with consultants in all industries all around the world. Most consultants I work with and coach do the same.
You should have already achieved agreement from the client before submitting the proposal. ROI at the Front If you want to make your proposal compelling for your buyer to take action on give them a reason to. One of the best ways to do this is to show them how their investment will provide them with a significant return.
If your goal is to get a signed proposal in the shortest time possible keep your language clear and simple. Focusing on value and ROI is so important. She asked for my feedback and after reviewing her situation I uncovered that she was creating significantly more value than she thought.
The ROI you provide should be so great that your buyer has no qualms over your fee. They want to know what the end result will be outputs.
Clearly establish what your client is going to get. What can they expect? How will it benefit their business?Funding Opportunities for the Electric Program Investment Charge (EPIC) Program.
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