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Effective formal proposals

In this article I will deal with the formal proposals (more than 5 pages) that is used especially when a new or potential customers or the ability to induce a decrease not only the short letter proposals.

Formal proposals (more than 5 pages)

A formal proposal is a complete proposal to the central part of the problem, solution and rates (effective article) should be investigated further. The framework presented is a typical example of a formal proposal. Remember that this is only a general framework, you must customize it for sale. Do not feel compelled to cover the various categories, especially if the sale does not guarantee that much detail.

Typical for a formal proposal is:

  • Cover or title page - This should include the proposal title, date of birth and your name, address and telephone number. Add customer logo can be a nice personal touch. Also add all the numbers, especially when you reply to a Request for Proposal (RFP) or Request for tender (RFT).
  • Table of Contents - Include a table of contents, if the proposal contains more than 10 pages.
  • Summary - A summary should be no more than 2 pages long, with the goal of a busy executives with a summary of the proposal, in which the main points. It is up to the executive if they wish to obtain more information read the full proposal, but they should be able to read, a decision in the summary, but to add the rest of the proposal. The summary ends generally in accordance with the written proposal, which you really will consolidate information on all the data in two pages.
  • Introduction - overview of why the proposal was developed. Was it in response to a meeting or a phone call? It is also recommended that a summary of your goals, why you write the proposal and what it is to achieve good.
  • Requirements - the customer problems and needs, the need for the proposal, which you will be led and won a meeting with your customers. , Evidence that you understand your customers' needs and problems, because it gives your customers the impression that you have listened and that you are interested in the company and its requirements.
  • Proposed solution - Detail the solution that meets customer requirements and needs. Explain clearly and objectively, as your solution to the problems described in the previous section. It is important that you present a solution or a product in accordance with customer requirements. Just focus on the features and benefits that meet customer requirements and address you do not have time to. Pointed out features and benefits that the customer does not distract the proposal only requires them to track your customers.
  • Value for money - Details of the cost of the solution to the needs (problems / needs) the customer's address. It is also important to describe the value of the implementation of the product or solution for the customer. Tell them how they are doing to save money, increase productivity and / or improve efficiency. The biggest mistake you can make is to assume that the client knows the value or they can work themselves.
  • Implementation plan and schedule - Project your confidence to the customer, of course, say "yes" today by setting up a special schedule with actual dates for installation of the product or the beginning of the implementation of the service. Using real data than the customer a clear signal when you can start and if they expect the mission will end with. This adds credibility to your proposal and your organization that you are willing to commit to the customer on a solution to their needs.
  • Might agree to trade - Write a section, sign the customer away, and your suggestions. Ensure that information, prices and duties on the plate of hand is to simplify the process for the customer.

Annexes to the draft

Keep the proposal lean and straightforward. This, all the backup material presented in the annexes to the customer the opportunity to read them, if they so wish.

  • Terms and Conditions - Enter the conditions for commercial contracts .
  • Capabilities / Staffing / Qualifications - If you sell professional services to show that its choice, the staff and their skills for effective implementation, which has proposed.
  • TESTIMONIALS - Possibly include names of organizations and contacts with people who have been using your products or services. This increases the credibility of your organization and the products and services you offer. Remember, all of the listed organizations, if they are registered and looking forward to request a reference for your organization.
  • Additional technical data - Make a sound technical brochures or information, so that customers can read them, if they so wish.

I hope this article has helped you to achieve more sales and I want to hear your comments. Please go on. com "> http://www.yourvirtualcoaches.com comment on this article. Good luck and good hunting.