Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts

Final Thoughts on Value

If you don’t show compelling value, winning becomes a matter of chance. Take the time to develop a clear value proposition for your proposals. In addition, try to develop reusable content and standard value messages that you can use when you create proposals for your most common products and services.

It will also help you and your colleagues compete more successfully if you develop standard approaches to quantifying impact. These may be ROI models or formulas to generate a payback analysis. The goal is to create something appropriate to your client base and markets. If you can provide your decision makers with a benchmark against which they can do their own calculations of probable return, you will have successfully ...