PART 2
In the previous edition we looked into the scenarios and the differentiators that lead to effective proposal writing.
Tip: Provide additional justification to get the best value selection.
Our proposals must promise to give the best of our ability to the client so that they reap the best results.
Another comparison of Proposal A and B highlight the importance of an effective proposal.
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Proposal A |
Proposal B |
| “We will deliver and install according the requirements of the Statement of Work”
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“Our approach to delivery and installation will ensure the improvements in speed you are looking for and result in a reduced backlog”
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We can conclude that the client feels they will get better deliverables from Proposal B when compared to A, even though both proposals will deliver the same.
In the previous article we observed that the competition was on common grounds, but unlike this what if all proposals have different, unique solutions and deal with different contexts?
Competition here is less, but is a lot tougher!
Tip: The client is always looking for proposals that deliver the best results.
Effective proposals can tip the balance in your favour, even if it was leaning toward the other way.
We should invest in structuring your proposal writing from the beginning instead of addressing it at the end of the process. If you don’t, then the proposal that does it, is likely to win.
Hence, effective proposal writing is essential and is a competitive advantage at both times when evaluated on common grounds or not!