||RECOMMENDED STEPS TO POPULATE
|Introduction / understanding
||Outline the current situation and challenges your prospect has identified. Use the prospect's own language where possible. End by linking your solution to the prospect’s biggest hot button. Include total cost (your prospect is going to look for it first anyway).
||Show you understand and are client-focussed. Connect your solution to the prospect's strategic goals and current challenges
||Outline how your solution works and/or its key advantages
||Enable the prospect to easily grasp your solution
||Explain the solution. In a 3-column table list 1) name of a process step, 2) actions you will perform, and 3) the outcome and benefit. Stay high level, using 1-3 bullet points to describe each step
||Show evaluators you have a logical process that leads to the desired result
||Describe your company. Focus on your experience completing similar projects and the results achieved. Use facts, not empty claims. Keep this section brief.
||Demonstrate you have the relevant experience and past performance to succeed
||Use a table to cite the prospect’s needs and issues and specifically how your solution satisfies each item.
||Show your solution addresses all strategic drivers and issues
||Provide a high-level implementation schedule (5-8 milestones). Mirror the solution steps above. Include client responsibilities
||Prove you have considered the steps required
||Use a table with columns for alternative solutions and rows for criteria that matter to the prospect, such as technical features, cost, risk, time to implement, etc. Rate each solution against each criterion using check marks or a numerical value.
||Making trade-offs explicit defends against competitive solutions (including in-house). See this post on trade-offs and ghosting
||Use a table and this post on risk analysis to explain how your team will manage the risks associated with the project
||Demonstrates your expertise at managing similar projects
|Team and qualifications
||Identify key team members and their experience in their project roles. Use facts and client testimonials to showcase your experience and past performance on similar projects
||Shows you understand and have filled all roles with experienced people
||Present your price and terms. Break down price by work completed and/or value created. Include any added value components that may be missing from alternative solutions
||Show it is realistic, reasonable, minimizes risk and represents the best trade-offs to address the prospect’s needs and issues.
||End your proposal by promising to contact the prospect within one week to discuss next steps.
||Lets you retain responsibility for taking the next step
|Terms and Conditions
||State your terms and conditions. Get legal advice, but use plain language and limit this section to two pages if possible.
||Provide clarity around contract terms
||Provide a place for the prospect to formally accept your proposal
||Make it easy to say "Yes"