How to write a Winning

Proposal

Juan Carrillo

October 2012

MATC Fall 2012

References

The articles and ideas to present my proposal in my assignment # 3 for my Technical Reporting Session have been taken from

"I Already Have an Account." TEC Registration. N.p., n.d. Web. 30 Oct. 2012.

<http://www.technologyevaluation.com/research/articles/seven-magic-questions-how-to-improve-your-win-ratio-by-selling-value-

instead-of-price-18732/>. And

"I Already Have an Account." TEC Registration. N.p., n.d. Web. 30 Oct. 2012. <http://www.technologyevaluation.com/research/articles/how-

to-write-a-winning-proposal-18632/>.

How to write a Winning Proposal

• Create client-centered, persuasive proposals.

– What is the client's problem?

– Why is it a problem?

– What objectives does the client have in mind for a successful solution? How will the client measure success?

– Which of those objectives is most important?

How to write a Winning Proposal

• Provide your client with enough information.– Evidence that you understand the client's business

problem or need.

– A compelling reason for the client to choose your recommendation over any others.

– Evidence of your ability to deliver on time and on budget

– "Can they really do this?" • Responsiveness: Are we getting what we need?

• Competence: Can they really do it?

• Value: Is this the smartest way to spend our money?

How to write a Winning Proposal

• Basic structure

– Summarizing the client's needs.

– Showing their potential for gain or improvement.

– Recommending your solution.

– Substantiating that you can do the job.

How to write a Winning Proposal

• There are two "Ps" in successful proposal writing:

• Personalization

– Customers expect more today

– You have listened to them and remember what you learned about them

• View customers as individuals

• Shows what it's relevant to them.

• Use the customer's language

• Then they will assume that the entire proposal has been personalized to them.

How to write a Winning Proposal

• Primacy

– Meeting a perceived need

– Delivering superior value or return on investment (ROI)

– Complying with the specification

– Proven vendor competence