From the course: Writing a Proposal
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Understanding the reader
- 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…
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