September 11, 2008
A proposal that your customer may want to read…
… is one that includes everything they told you to include on it.
It may be well to ask your prospect, guest or citizen what do they expect on a business proposal. If you can, ask them if there’s anything particular that you need to include.
Chances are you will find everyone has a different definition of what a proposal constitutes. Someone may just want to know your price, others would want to see credentials (and your price) yet others may want to have you do a few mock-ups for them (and still see your price).
I have written proposals into the hundreds and I don’t write them anymore. Over the years I’ve got used to a one page ‘final’ quote that you may term a ‘pro forma’ invoice with an option to approve it (we follow this up until approval and later present our invoices).
Having said that, you may want to try a few things and settle for something that really works well for you. In the Dubai market, I have yet to come across a citizen who would have the time to ready anything more than three to five pages, and yet you will find people hurling page upon pages in your face (and at most times the information that they share works counter productively towards closing the sale).
If time is money, it all starts with a coincise, to the point, make it or break it document that requires action. That action is an approval or revision (of your sales offer).
Don’t waste other people’s time. It hurts your sale.
