Producing a fine-tuned proposal to pitch to a new client
Here a few important guidelines for preparing a fine-tuned proposal to pitch to a new client.
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Firstly, don't read in-between the lines - Ask them for a detailed brief to find out exactly what they are looking for. Ask for any further details you need to clarify questions and key points.
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Speak their language - Highlight key topics and activities to be completed and use the written terms they have used in their brief, so your response identifies with their proposal.
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Demonstrate your understanding - Start the proposal by outlining a summary of the brief and what they are looking to achieve. Demonstrate what you understand of the topic in question and its importance in the respective marketplace.
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Specify how you are going to deliver - What is your proposed methodology and approach? For each task, clearly detail what you are going to do, why you are doing it, how you are going to do it and by when. This could be demonstrated in a visual chart and time line as well as in a written format.
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Manage expectations - Be explicit about what you'll deliver within the time and budget. Check these are in line with what they want. Don't forget to detail any information that will be required from the client to complete tasks. Specify the process of project management and the number of meetings you would request with the client team at relevant points.
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Sell yourself well - Introduce your company, its reputation and your relevant service offer. Tailor the biography, skills and experience of yourself and the team specifically for the piece of work in question. Include relevant and tailored CV's at the end of the written proposal.
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Demonstrate your success - Present a good track record with relevant case studies detailing the nature and outcomes of the projects you have previously undertook, accompanied with client testimonials and references to demonstrate your success and impact.
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Clarify financial matters - Present a clear financial breakdown of activities and the relevant time frame for completing the work. You may wish to include a clause relating to the terms of payment on commencing and completing the tasks and project.
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Management of quality assurance - Detail how you measure the quality of your work, your understanding of associated risks and how you can mitigate them.
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Deal with the finer details - Depending on the type of work you are going for, you may need to include details of relevant legal, insurance, or contract related information. Always read the brief and specifications carefully and make sure you deal with the different aspects and information they need.
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Presentation - Finally, present a proposal and a pitch in your corporate brand. Make it look professional and visually pleasing. Include relevant logos, images and package it in a suitable way that will appeal to the client.
By Heather Wilkinson
Managing Director and Business Coach, Striding Out
