Join Judy Steiner-Williams for an in-depth discussion in this video Offering more, part of Writing Proposals.
- Offer more?…You’ve already given your best bid…or offered the best product or service you can provide.…In fact, maybe you should’ve charged more.…But you really want your proposal to be accepted.…So why should you offer more…and more of what?…Maybe the more is you submitted the required proposal…but then added another solution in a section labeled…“alternative solutions.”…Remember though to submit additional information…only if requested…or not specifically prohibited.…
Maybe the more is a guarantee…that the other proposals can’t offer, such as…a three year workmanship guarantee,…or a free year of support.…Maybe the more is a good reputation;…letters of recommendation and testimonials…from satisfied clients, but be selective…and include those that are relevant…to this client’s situation.…Two to four well written testimonials…usually carry a lot more weight…than a dozen poorly written or irrelevant ones.…Or the more might be adding…these personal elements:…supplying crews that you’ve used for several years…which will help alleviate the concern of fly-by-nighters.…
- Reading the RFP and asking questions
- Understanding different proposal types
- Following the writing process
- Connecting the dots
- Researching the company
- Using the client's jargon
- Understanding what parts to include
- Following up on a proposal
Skill Level Intermediate
Writing Recommendationswith Judy Steiner-Williams10m 57s Intermediate
1. Understanding the Proposal
2. Types of Proposals
3. Responding to an RFP
4. Customizing the Proposal
5. What to Include
6. Following Up
Next steps2m 35s
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