Easy Way to Write a Proposal for Success

Key takeaways

§? A training proposal is a well-structured document to convince clients you can complete the project

§? Every solid training proposal depends on a string needs analysis

§? Your objectives must be clear and specific

§? The core of your document is the course outline with outcomes

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If you plan to enter the training market, you might be asked to make the case that you can do the job. A training proposal is a persuasion document that will do the talking after you are gone. Often, the client needs help to wrap their minds around all the required elements. Your job is to develop a well-structured, step-by-step way to transfer your skills and knowledge on the topic and solve an individual or organisational problem.

In my early days as a trainer, I often proceeded without a well-defined execution plan, as I had everything in my head. However, what is in your head might differ from your client's, resulting in a dissatisfied person. If it is an organisation, the decision makers might be several persons; therefore, you need to factor that into a plan. I often start by trying to get a meeting with as many decision-makers as possible and try to explore what their needs are. Frequently, trainers think they understand this requirement, but they might be deceived. I also try not to jump to a proposal as it takes much investment in time, and it may sit on someone's desk.

Needs Assessment

Like the foundation in your house, if you build a proposal based on shaky client needs, you will be unsuccessful. Often, managers complain about how their training budget could have been spent with a more positive effect. One inexpensive way is to have a preliminary meeting(s) with the different levels of stakeholders.

While the decision might be for upper management, they will often not be the trainees. In your first meeting, you can show how much money is left on the table due to poor skills. You may explore how much training was done and what type. If you find what is inadequate, you must find out the specifics. There may be several reasons: no prior training, no sales targets, no performance-based pay, little product knowledge, wrong persons recruited, etc. Remember that training is not the cure for all ails. Unless you are one, some may be consulting and leave that for your recommendation sections for further interventions.

Once, I was hired to develop a training workshop for a company that sells hardware and automotive parts. These two differing lines meant I had two groups with different skills. My needs analysis plan was to spend a day in the field with each sales staff. My trip was enlightening as I discovered that one salesperson accounted for over 30% of the total. I had to find out why this was so. He started selling as a teenager to make a living and was a small business owner. This life skill meant that he was what I would describe as an entrepreneurial seller—understanding the business buyer from their perspective—mindset to mindset.

Training Objectives

Your training needs will influence your goals. If you are dealing with field sales personnel, avoid having in-house sellers as they are two groups with different needs or even support staff. Buyers of training frequently like to fill the house.

One objective of any proposal is to determine my trainees' career goals. I would also like to learn how to reduce stress, as a selling position has many challenges and objections to a sale. Based on their needs, they may want to commit to doing fieldwork based on the lessons learned during the workshop. ??

Curriculum Overview

What would your workshop outline look like? I develop around several essential themes or modules. If I train B2B sellers trying to sell to SMEs, I would start with an overview of the sector so they can understand the key issues.

In the second module, I would explore the different prospecting methods and how they select one potential client over the other. In another sales module, I would focus on the learner making an appointment to visit their client. Business clients are often busy, and the seller needs to be trained in structuring a productive meeting as there might be only one chance. Business buyers frequently focus on many things, and the marketer has to be patient and know where they left off in the conversation.

One of the mistakes a proposer can make is to include too much detail in the curriculum section. You might be giving away too much, and there is a chance that someone else might benefit from your proposal.

Delivery Method

?The business client may have constraints on where the training will occur. Sometimes, it is best to deliver the training externally as the busy office might be full of distractions. Some companies like remote facilities conducive to learning, such as a nature resort or beach setting, so trainees will appreciate the commitment the organisation is making.

In today's environment, virtual training is quite common. Training face-to-face and virtual requires different skill sets. Using an e-classroom requires knowledge of curriculum design to suit the e-learner.

Instructor Credentials

Your ability to convince the buyer of training that you can transfer your skills to the learner is probably one of the most essential parts of the proposal. Companies like professionals who can show they are practitioners and have strong academic backgrounds. You must demonstrate that you have functioned in the field for many years. In addition, you should be aware of the research and the science of pedagogy.

Evaluation Strategy

The organisation would like to know if the trainee gained any new skills. One way to measure skills acquisition is to do a pre-and post-test to determine the learning curve. There are several areas you can test for satisfaction: the competence of the facilitator, course design and content and the facilities where the workshop was conducted. One training I conducted involved construction happening nearby, and the usual language occurs on the job site. I tried my best to have fun with the distractions as sometimes we facilitators have to adapt or perish on the project.

Budget

It is unwise to give a quote for a quick question. Never, ever do that! Buyers may undervalue your offering since the training engagement is long and complex. Sometimes, you get the reaction that the quotation was too expensive. In my defence, I would like to quote management guru Peter Druker: if you think training is expensive, try ignorance!

The training field has many opportunities for knowledge entrepreneurs who want to capitalise on their years of experience. However, becoming a successful trainer requires knowing how to detail your intervention, knowing what learners wish to do, being familiar with virtual training, and using AI to craft a successful proposal.

Sajjad is an SME and Family Business Advisor who supports entrepreneurs in scaling their ventures. In his spare time in Trinidad and Tobago, he tries to produce organic tropical fruits and vegetables and practise sustainable farming in his home garden.

His book,?Build Your Legacy Business: Solopreneur To Family Business Hero, is unique in its combination of entrepreneurship and family enterprise.

You can contact him at [email protected] or www.entrepreneurtnt.com