gSPEAKUP - Business Blog

Most business people do not enjoy drafting business proposals, but they also know it is a required talent. Creating a proposal that impresses management and potential clientele is quite often what can make or break a deal. It is, in essence, a simple process, so mastering the art is not difficult.

The first step to writing a business proposal that works is determining exactly what the competition wants. Sometimes this is as easy as asking them, but at other times you may need to think about value added services and unstated needs. Offering the client what they need, even when they didn’t specifically ask for it, can make the difference between a winning proposal and a long string of losses.

The second step is to assess the competition. If there is a lot of competition, this deal may require more energy or, conversely, not be worth a whole lot of time and effort. While you should make every effort to remain competitive, avoid situations that may turn into bidding wars. Most businesses will not benefit from undercutting the competition rather than focusing on product. However, you need to remain competitive, especially if you are in a field with a lot of competition.

Step three is to ask pertinent questions. More customers are willing to provide information than you may think. Asking the right questions can clue you to their needs. A lot of people think they know what the customer wants, but if a customer doesn’t feel understood, they will find someone who does.

With these simple steps, there is no reason for you to feel paralyzed when it comes to business proposals. Writing an effective and attractive business proposal will bring you more work and help you stand out as an expert in your field. There is no reason for this crucial skill to be intimidating or stressful if you understand how to get the information you need and compile it into a useful tool with guaranteed selling power.