Join Judy Steiner-Williams for an in-depth discussion in this video Understanding the reader, part of Writing Proposals.
- As hard as it may be to hear and to accept,…that proposal reader doesn't care about you…or what you want.…What that reader does care about is…what your company can do for him.…How your company or organization can solve…her company's problem.…Or, make her company more money.…Or in general, make his company better.…Therefore, the proposal must be focused…on the prospective client's wants and needs,…and how your proposed idea is better than any…of you competitors'.…
But, as a proposal writer you can focus…on those benefits only if you understand your client,…and in order to do that you must find out everything you can…about that client.…In other words, do your homework,…which in this case is research.…About both you prospective client…and the industry in general.…Merely understanding that clients ask for proposals…because they wanna compare and contract companies'…options and solutions needs no research.…That's obviously the purpose of proposals, however,…if provided, the RFP is a good place to begin to know…what to research, but that certainly shouldn't…
- 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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