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The need for good proposals - the business kind, not the marriage kind - struck me again a couple of days ago, when I received a poor proposal. While the solution may not be immediately obvious, the need likely is plain to the buyer.

And, that's why many experts suggest that proposals address at least three specific areas: the problem, the solution, and the process (by which the solution takes care of the problem).

It's important to note, too, that proposals for differentiated products or services should no

The need for good proposals - the chamber of commerce kind, not the marriage kind - struck me and also a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.

You know what? Her proposal was even worse than her live sales pitch. It was a completely disguised message, which wasted her time and mine. With that, some thoughts on creating effective proposals.

Let's start by dividing them into two categories: truck proposals and differentiated (or value-added) proposals.

If you sell commodities, your proposals will be relatively straightforward, as you compete on issues like price, delivery, and product characteristics. The customer makes a relatively objective decision, and all other things innermost being equal, he takes the best offer.

That likely makes articulateness your best proposal writing strategy. For example, if you have a significant favour in one area, you might create a matrix showing the information in a table format for easy comparison.

Turning our promptness to proposals for differentiated or value-added products, we immediately notice an important distinction. There are no easy comparisons on vendors, as there are with article sellers.

The user has to scan intangibles, which means subjective judgments. He can't paragon one marketing consultant with another, for example, unless he hires both, which he's unlikely to do.

Since we're dealing with subjective judgments, it's good to ask, "What goes on in the minds of buyers?" Solving a problem or exploiting an opportunity probably tops the list for most buyers. While the solution may not be immediately obvious, the need likely is plain to the buyer.

And, that's why many experts suggest that proposals deftness at least three specific areas: the problem, the solution, and the process (by which the solution takes care of the problem).

It's important to note, too, that proposals for differentiated products or services should not focus on you or your organization. Leave the kudos well-nigh yourself until you've covered the problem, solution, and process. And, make the part haphazardly you shorter than the first part of the proposal.

Sophisticated proposal writers also know they can increase their prospect of winning by easy studying the buyer's problem. By showing the user they understand the problem topping than competitors, they give themselves an advantage.

There's second important distinction proposals for inventory and differentiated products. In the case of staple purchases, the consumer may not be the user of the product or service, likely reinforcing the objectivity effect. On the other hand, buyers who purchase differentiated or value-added products may be the users as well.

In summary, be strategic when you write a proposal, thinking through what type of proposal you're creating, and by addressing issues in the prospect's mind.

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