What are the best strategies for writing a proposal that resonates with your audience?

I have found the most effective approach is to thoroughly research and understand my specific audience first, then lead with tangible benefits framed around how I will help them achieve desired outcomes rather than services offered. I believe it is very important to strategically structure content to progressively build my case in a visually-appealing, concise yet compelling way - quantifying value with facts and figures that speak to ROI while establishing credibility with evidence of past client success. By shaping the proposal to resonate with their unique needs and perspective, I am able to guide audiences to view my solution as the ideal way forward.

Just ask them upfront. I am sure you talk to your prospect before you write a proposal. Simply ask them to list the top 5 topics they value for a potential partner. Ask them why they think this is important, and you learn about their value framework. And use these topics resonating in your proposal. Just reading their own words will make it extremely appealing. This makes it their proposal and not one emphasizing your key points.

Think of it as a conversation with your audience. Keep it clear, simple, and customized to "their" needs. Emphasize how your proposal solves "their" problems and highlight the benefits. Use visuals, share success stories, and address any concerns upfront. Be genuine, engaging, and specific about what you propose. It's about creating a connection and showing that you understand and care about "their" unique situation.

Research and understand your audience's needs, preferences, and pain points. Tailor your proposal to address their specific concerns and interests. Use language and tone that resonate with your audience's values and priorities.

Know your audience before you write! The better you understand who you're proposing to, the better your proposal will be. Learn their needs, wants, and problems. Dig into their history, products, competitors, and anything else you can find. This shows you care and gives them a proposal that fits them like a glove. Make it shine! Don't just drop a boring document. Add proof with success stories, statistics, and happy customer quotes. Show them how you're a leader and can get them results. In short: Do your homework: Research your audience. Speak their language: Understand their needs and problems. Wow them: Add proof and show your expertise. By following these tips, you'll write proposals that get noticed and win business!

I advise my clients that the best way to articulate your value proposition is through a signature framework because it is a succinct and visual representation of your 3 Ps: your Promise, Paradigm and Process. Your Promise asserts what your prospective client can anticipate experiencing or achieving as a result of working with you. Your Paradigm conveys the lens by which you are identifying problems and developing solutions, as well as what is specifically needed to result in the transformation. Your Process illustrates the methodology that will be used to attain the desired outcome and should be conceptual- not tactical- and serve as a roadmap to the destination (vs. a “GPS”- that level of info requires the purchasing of your services).

Value proposition is key! how can you actively contribute to help your customers to achieve their goals. For me this is the core and winning services offerings are structured accordingly.

Your value proposition is the core message of your proposal. It explains what you offer, how you solve your client's problem, and why you are the best choice for them. Your value proposition should be clear, concise, and compelling. It should highlight your unique selling points, your benefits, and your differentiation from your competitors. You should also back up your value proposition with evidence, such as testimonials, case studies, or data, to prove your credibility and results.

A proposta de valor é o núcleo da sua oferta, delineando o que você oferece, como soluciona problemas e por que é a escolha ideal. Deve ser clara, concisa e destacar seus diferenciais e benefícios. Inclua pontos de venda únicos e evidências como depoimentos e dados para refor?ar sua credibilidade. Essa mensagem deve ressoar com as necessidades do cliente, demonstrando entendimento e capacidade de entregar solu??es efetivas. Uma proposta de valor convincente n?o só atrai a aten??o, mas também estabelece a base para uma rela??o de confian?a e sucesso.

?? When creating a proposal, clearly outline the unique value your proposal brings is important. Highlight the specific problems it solves, emphasizing efficiency gains, cost savings, or revenue boosts. Quantify benefits wherever possible to provide a tangible understanding of the return on investment. This clarity strengthens your proposition's appeal.

You should NEVER start from an existing proposal. Each opportunity is unique. You might loose clarity by copy/pasting. Start with a blank page and design the skeletron of your proposal based on headlines/ keywords listed by bullet points. The proposal should include a limited number of sections: problem understanding (Why), value proposition (What) and project approach (How). Choose no more than 3/4 key messages for each section, and find ways to make them memorable in the way you use wording, fonts, metaphors, colours, shapes pictures. Your goal is to have the client be able to tell the story behind your proposal to someone else (colleagues, management, commission) when she finishes reading it. Just like she would do with a novel

A frequently overlooked aspect in writing a proposal is the focus on benefits over features. Additionally, providing a preliminary action plan demonstrates foresight and reinforces credibility. This plan should address potential implementation challenges, include an estimated timeline, and outline tangible outcomes.

It is important to have a clear flow in the proposal, making the reader feel comfortable. Generally you have an executive summary outlining the entirety of the proposal in a nutshell which is helpful to the C-Level teams. Then you focus on providing an overview of your organization, then moving on to scoping the customer requirements, mapping your solutions, then aligning the responsibilities through a RACI Matrix, and then provide timelines, the commercials etc. The proposal structures could vary in accordance to the sector, the type of proposal and the stakeholders who access the proposal. It is important that the proposal should not be tool informative and long, and also not too cringed and short, thereby missing critical information.

Your proposal should include all aspects given in preliminary calls as well as information you deem relevant. Never start from the price and always communicate the value behind the proposal. Remember that you are dealing with human being and not numbers and that what you are selling to them is an investment, not an expense and it should be seen as such. Don't over-rely on knowledge; simplify the language on the one hand but keep it profound on the other. 1. Address unspoken concerns proactively. Anticipate doubts and address them before they arise. 2. Connect benefits to business goals. Show how your solution moves key metrics. 3. Speak to the decision maker's incentives. Understand motivations and craft appeals accordingly.

Your proposal should have a logical structure that guides your audience through your offer and persuades them to take action. To start, you should capture your audience's attention in the introduction, introducing yourself and your company, and summarizing your value proposition. Then, you should define the problem or opportunity that your client faces in the problem statement, showing that you understand their situation and goals. Next, you should present your offer in the solution section and explain how it addresses your client's problem or opportunity. Include features, benefits, and outcomes of your solution, as well as how it differs from other options. Afterward, provide details of your pricing.

Based on my experience, simplicity is key. Boiling down complex and scientific topics to easy to understand and follow narratives along storytelling methodologies will motivate readers to keep investing time and attention to the proposal.

Start with the WHY, which should resonate with the problems the audience is facing. Build the WHAT, which is both outside-in as well as and internal solutions to solve the why. Go to HOW, should how the solutions will be implemented. End with the roadmap or plan or performance metrics to ensure things are working as expected.

The language you use should help the reader to imagine/visualize the product or service they are dreaming of. That language can be enriched by an accurate choice of the words, balance between sentences and paragraphs, punctuation, use of metaphors etc.... Once the reader is able to imagine what your are offering, it naturally comes real !

Simplicity is most often underestimated. In an effort to dish out the best proposal the most common mistakes we do is use complicated phrases, jargons etc. Instead stick to easy to understand simple logical storytelling with pictures as appropriate to support your facts, views.

The use of language is utmost important in the proposal. Many at times, you tend to beautify the proposal with charts and graphs which is also very important, but then forgo the language, the grammer, the spellings which are utmost important and which could annoy the reader resulting in an impression making them feel you are very careless. Thereby, you need to use persuasive vocabulary, and avoid phrases like you, and always use flanking words such as we, together, collaboratively, where we make the customer feel that we will be there along the entire journey to support them. We should also use language which is effective and empowering, where the reader feels motivated and impressed on how you have presented the solution.

The final step in writing your proposal is to proofread and format it. You should check your proposal for any spelling, grammar, punctuation, or factual errors that might undermine your professionalism and credibility. You should also format your proposal to make it easy to read and scan. You can use headings, subheadings, bullet points, tables, charts, images, or icons to organize your information and highlight your key points. You should also use a consistent and appealing design, font, color, and layout that matches your brand identity and your client's expectations.

?? Prioritize the visual and editorial aspects of your proposal. Eliminate typos, grammatical errors, and formatting inconsistencies to present a polished document. Use headers, bullet points, and visuals strategically to enhance readability. A well-presented proposal not only conveys professionalism but also makes information easily digestible.

Proofreading and formatting are crucial for a proposal as they enhance clarity, professionalism, and overall effectiveness. Errors in grammar, spelling, or punctuation can undermine the credibility of the document, leading to misinterpretation or confusion. Proper formatting ensures a polished appearance, making the proposal visually appealing and easy to navigate. For instance, imagine a business proposal with typos and inconsistent formatting; it might convey a lack of attention to detail, diminishing the perceived reliability of the content and potentially jeopardizing the proposal's success.

Revisar e formatar sua proposta é o último passo crucial. Erros ortográficos, gramaticais ou factuais podem comprometer sua credibilidade. Formate-a de forma a facilitar a leitura e escaneamento, utilizando títulos, subtítulos, marcadores, tabelas e elementos visuais. Mantenha um design consistente com a identidade da sua marca e as expectativas do cliente, escolhendo fontes, cores e layout atraentes. Esta etapa final garante que sua proposta seja profissional e impactante.

Revisar e formatar sua proposta é crucial para assegurar clareza e profissionalismo. Erros ortográficos ou gramaticais podem minar a credibilidade, portanto, verifique cuidadosamente o texto. Utilize títulos, subtítulos e outros elementos gráficos para tornar a leitura mais agradável e informativa. Um layout atrativo e alinhado à identidade da sua marca refor?a o profissionalismo e facilita a compreens?o do conteúdo. Uma proposta bem apresentada aumenta significativamente as chances de sucesso.

If you cannot answer this question: What happened to my client yesterday that is making them call me today? Then you need to go back to the basics and find a coach that can help give you the clarity you need to be a thought leader for your clients, and ultimately, to bring clients in the door.

1?? Integrate visuals to illustrate key data points, making complex information more accessible. 2?? Include real-world examples of successful implementations or client testimonials. This provides social proof and builds credibility. 3?? Clearly articulate what sets your proposal apart from competitors. Highlight unique features, cost-effectiveness, or any advantages you bring to the table. 4?? Provide a detailed and achievable project timeline. Setting realistic expectations fosters confidence in your ability to deliver on promises.

If it's a simple project don't complicate the proposal. Oftentimes, prospects scroll to one page: the one with the price. They want to know what is included, what their commitment needs to be, and how much it costs. Don't bore them and/or waste their time with unnecessary fluff.

The best proposals are clear, concise, outline value propositions, roles and responsibilities of both parties, deliverables, timelines and expectations! Don’t be afraid to offer a guarantee—back up your ability to deliver!

Show them the Value they get, instead of outcomes/Benefits. Often we get bogged down adding fluff and miss this point. Today in a world where the attention span has come down to less than 30 secs, clients want to the point response to their questions.