Proposals are the first and most important link to getting in the door with a client. Yet firms spend an average of between $5000 and $9000 per proposal, only 30% of which succeed. It is crucial that your completed proposals stand out in a sea of look-alikes. It is just as important that you determine which proposal opportunities you should chase, and how much time and money to allocate to each opportunity. This online course series on Winning proposals from PSMJ Resources will help you develop the skills you need to create a strategic, polished proposal - every time.
This 1-hour online course is the second chapter and discusses effective ways to develop proposals that cater to the individual needs of the prospective client. The course looks at proposal analysis, including SWOT and IFBP analysis. It also covers typical client hot buttons, client wants and objections, client interview questions, proposal themes, and managing the proposal team and process. The course wraps up with a look at strategy planning tools including brainstorming, tree diagrams and contingency diagrams.
Business Practices / Contracts / HR
Health, Safety and Welfare
After completing this course, you will be able to:
• Strategize the direction of the proposal thoroughly.
• Initiate effective ways to put together a proposal.
• Identify the most common client hot buttons.
• Work your strategic themes creatively into your proposal.
• Understand the role of the proposal manager and the team.