How to Write a Winning Proposal

A proposal is a sales tool not an information packet. The purpose of the proposal is to make a persuasive case that leads to a sale. To win the business, your proposal must overcome the following hurdles:

Do I know who this is? If this is the first time the customer has heard of you, your proposal will be thrown out.

Is this proposal compliant? If the customer provided a template for the proposal, proposals that don’t follow that template will be thrown out.

Does this proposal make sense? If the executive summary does not define the problem correctly or propose a reasonable solution, the proposal will be thrown out.

Does the solution provide value? Of the proposals that met the minimum as defined above, the one that wins will be the one that provides the most value.

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