Sending out proposals is scary. You imagine all those other more experienced consultants sending out exquisite proposals, written on rolled gold and delivered by carrier pigeon. You know it’s all in your head, but doubt creeps in and you begin to second-guess yourself. All of a sudden the Total that only five minutes ago seemed so reasonable, now seems outrageously expensive. No one will ever pay that!
A common problem for those new to writing proposals is knowing what to actually write. What the hell should you include in a proposal anyway? Too many clients are lost to poorly written proposals and that needs to stop. Today I'm going to tell you the secret(s) to winning more proposals.
When a potential project comes through the door it’s easy to get excited and throw yourself straight into a proposal. You think how much you need this job, how the bills are stacking up and how this will be the last client to ever contact you. The problem with this initial frenzy is that you’re in “I” mode.
If you’re reading this then chances are your proposals are under-performing and you don’t know why. As designers we dislike writing proposals. We worry about all sorts of things: Am I too expensive? Am I too cheap, too eager, too slow to respond, have I understood the client, do I even know if I can provide real value…? The list is endless. But you might be surprised to hear that most proposals don’t fail because they're priced to high, too low or look like they were thrown together in Word. Most proposals fail because they...
As part of the research for my new book The Designer's Guide to Proposals I've been interviewing a hand picked bunch of talented folks. People who over the years have refined and nailed their proposal process. Do you want to win more proposals?