Writing Winning Proposals
Discover the art of writing proposals and win more business
Writing persuasive business proposals is becoming more complex and expensive. These days companies need to sell smarter than before, therefore new models of selling require a new skills set.
There are three main common reasons why business proposals fail:
- There is no clear and persuasive structure
- The prospect’s or client’s needs are not properly addressed
- The proposal does not have a clear differentiation of the company’s services compared to other providers
When writing business proposals nowadays, companies face new challenges:
- Companies are required to sell integrated solutions rather than products. Buyers are looking for suppliers who provide results instead of tools.
- Competition is stronger than ever. Technology allows companies to deliver solutions from anywhere in the world. Being local might not be an advantage anymore.
- Companies and their products are becoming more sophisticated. Buyers will try to clarify internally and externally what is complex and confusing, thus slowing down the sales process.
- Companies’ solutions have other internal cost implications that buyers need to assess.
- Sales cycles are lengthy. Because buyers need to clarify and compare solutions, requirements and issues will change during the sales process. Focusing on the right issues, on the right people, at the right time is crucial
- Companies’ solutions will be assessed by various buyers, and they will make the buying decision as a team. Buyers have different agendas and expectations. Proposals have to be addressed to all decision makers.
In addition, the consequences of writing an unsuccessful proposal go beyond the lost proposal writing costs. It can have a demoralising impact on your employees.
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I have recently attended a morning workshop on bids and tendering promoted by Kent Invicta Chamber of Commerce and presented by Christina. Following my attendance I feel compelled to say that Christina's presentation of the workshop was first class and, furthermore, that the information provided by her in the allocated time period was excellent.
Garry Wilkes, Business Advisor Member, Kent Invicta Chamber of Commerce
Write winning business proposals
The purpose of the event is to provide your team with the tools and methodologies to create every time a strategic tailored sales document, built to persuade. The clear and systematic approach will help your business to save resources, in terms of cost, people and time, when preparing a written proposal.
By the end of the workshop, your team will have:
- a systematic approach to writing and presenting a proposal
- a step-by-step methodology to define the elements in a proposal
- a clear proposal writing framework that they can use again and again
Your team will feel confident and empowered by the knowledge gained. They will be able to apply new selling techniques to their business proposals or tenders from day one.
During this workshop, your team will:
Learn how to assess their chances of winning a contract. They will:
- have a clear framework to identify the strengths and weaknesses for every RFP (request for proposal)
- know how to neutralise these weaknesses
- know how to measure their proposal success, in order to increase their conversion rate.
Discover the ‘nine’ components of a proposal. They will:
- know how a proposal can demonstrate competence and professionalism
- learn how to offer and present a larger solution
- discover how to sell a complex, technical solution to non-technical buyers
- know how to position a proposal and identify the five benefits, namely the operational benefits, cultural benefits, strategic benefits, financial benefits and political benefits
- know how to link the company’s competitive advantage to your prospect’s values
- know how to sell on value instead of price.
Learn how to engage with the decision makers, and how to:
- how to identify the implied needs versus the explicit needs of your clients
- how to identify the different types of buyers and their expectations.
Our Write Winning Proposals programme is a process of continuous improvement rather than a one-off event. To help maintain the selling edge, further intensive workshops may be scheduled over the following months focusing on a specific area detailed in our one-off workshop.
In addition, confidential one-to-one reviews of your team proposals can be scheduled, so your team can apply the learning in their day-to-day submissions.
Learning through action - every program we deliver is highly practical and addresses real live issues. We use simulations, exercises and case studies and all our methods are based on the latest neuroscience and positive psychology research findings. Everything we deliver and challenge our participants to think about leads back to one simple question “what am I going to do differently back at work and how?”.