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.
In this week's Ultimate Guide to Proposals series I talk to Nick Hance. Nick is head honcho over at Reenhanced and has some great ideas on proposals and the process behind them. Nick is all about the business, and what better perspective to approach a proposal from.
The more I learn about business and design, the less importance I give to aesthetics. Design is a distraction. Don’t hate me yet! There’s so much more to a successful business than just good design. Design needs a reason to exist, a purpose. By itself design is art, and I’m no artist. I’m not saying you should neglect your design skills, but I would suggest there are more important aspects to our profession. Designer's need to put business goals before pixels as results will trump a pretty design any, and every day of the week.
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.
So, if most proposals fail due to a lack of understanding, what you're probably asking yourself is “How can I understand what the client needs?” And that’s what today's post is about. Client interviews…