However, if I sent them a four-page marketing letter about my marketing supply business, most of them would not read. This wood is why it is important to keep it brief, because no one wants to spend his or her time reading your drivel. On the other hand, some proposal managers keep it too brief. Too brief is when you dont sufficiently cover the benefits or address the audiences requirements. People dont like to read content that is too long, but they are suspicious of content that it too short. It screams, This firm isnt the best choice. How to keep it Brief Especially with proposals, clients will often ask for a large amount of information. So, how do you satisfy their expectations without writing the next War and peace?
As the waiters serve your food, theyll sing you beautiful arias that will warm your soul. Then Ill take you dancing at the most exclusive club in the city, studio 56, where we can relax in the vip lounge or dance the night away. Honestly, these answers both suggest dinner and dancing. But which one is more persuasive? You guessed it, the second one because its extremely specific. And thats what you have to do with proposal writing, be extremely specific. Tell them exactly what you are going to do for them. Keep it as Brief, but Not Briefer, than Possible many paper proposal writers are under the delusion that people enjoy reading their long-winded proposals. They will write a flowery four-page cover letter and expect a potential client to read.
You have to convince the client that youre the best choice. You cant do this with vague, weasel words. Lets pretend you are on the dating game and the girl behind the wall asks: Im one of the most sought after girls in the city. Where should a guy take me on our first date? Well, you could say: your date should take you to a really nice restaurant and then maybe out dancing. Thats a reasonable answer, but youll be going home alone after the show. Its better to say: I take all my dates to victors, a little-known Italian restaurant where we can enjoy a romantic candlelit dinner.
Don t Send a sponsorship Proposal Until you read
Example #2: Business challenges often have solutions in technology, facilities, and good processes. We understand what drives your business. Moreover, we take a partners interest in your success. It is our belief that partners give partners a competitive edge. Our clients depend on us favourite to bring an outsiders perspective and analytical ability to help them plan, phase, and reach their goals. Our ability to engineer, construct, and operate facilities rounds out that objective. If you said example #2 passes the test and example #1 fails the test, you are right.
Can you see the difference between these two paragraphs? Can you see how one speaks to you and the other speaks at you. Example #1 is not bad writing. It just does not sell the benefit. Therefore, it is not persuasive. Be extremely Specific, writing a proposal is like being on The dating Game.
After reading each paragraph, ask yourself so what? Lets apply this test to some examples? Example: Our firm has been in business for 50 years. So what Test Result: fail. Example: Using the lessons learned from 50 years of experience designing high-rise buildings, we will ensure your design is technically correct, constructible, and cost effective. So what Test Result: Pass, example: we started with only three people and now employ over 100 employees.
Example: With 100 qualified employees, we have the in-house resources to meet your current expectations and satisfy any changing needs. So what Test Result: Pass. Lets give some real-life examples of the test in action. Here are two redacted write ups found on the websites of large mechanical/electrical/plumbing design firms. How do these examples compare against the so what test? Example #1: abc engineers is a leading consulting engineering firm providing technical leadership, experience in design and quality service across all market sectors worldwide. In addition to our core mechanical and electrical design services, we provide additional consulting services to better serve our clients.
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Your words need to tell the reader how the choice you are advocating will benefit them. The reader needs to gain a clear understanding of what make he or she would gain from making the choices you promote. Often, proposal writers fall into the trap of talking about how great their firm is and forgetting to identify how it impacts or intersects with the reader. Readers tend to hate this fluff and will most likely skim or skip it completely. A great way to make sure your writing sells the benefit is to use the so what? Test, as I said, the most effective measurement of benefit selling is the so what? Here is how it works. After you write resume something, go back and read it pretending you are the intended audience. Picture yourself as that grumpy old man who used to steal your baseball if it accidentally landed in his yard.
You probably hate people who only talk about themselves. So, why would you be that person? I understand that you want to give the client a 10-page description of how amazing you or napoleon your firm are. But frankly, people these days dont have the time or interest to read ten pages about you. Write about them and how they can benefit from your resources, experience, and approach. Throughout the process of writing this proposal, keep reminding yourself, Its not about. Sell the benefit, sell the benefit is a pretty simple concept.
someone twenty times, theyll complain you told them twice. If you say it once, its likely theyll forget you said. Proposals Are not About you, theyre About Them. When writing proposals, people forget the golden rule: do unto others as you would have them do upon you.
He/she will want to spend as little time as possible reading or looking at your proposal. With this in mind, there are a few established rules of thumb when writing proposals: Tell them, tell them, and tell them some more. Proposals are not about you, sell the benefit. Be extremely thank specific, keep it as brief, but not briefer, than possible. Spoon feed the reader. Focus on the action. Tell Them, tell Them, and Tell Them Some more.
M: The Proposal (Single-disc Edition sandra
Whether its a business, project, or a different interests type of proposal, the goal is the same: to convince the reader to make the choice you propose. Therefore, your proposal has to be persuasive. Keep in mind that all communication, including writing, is persuasion. The words you write will be delivered to your audience. This may be a potential client or teaming partner. The goal of these words is to influence that persons decisions. Before you start writing the proposal, it is important to understand a few things about the reader: He/she cares first and foremost about their own needs.