How often do you grab a proposal that grabs you? Most proposals contain excessive information and are not to the point, let alone effective. Writing effective proposals is an art not many people master. However, it is something that is more that something that can be learned; it is a technique to be mastered. Participants prove easily capable of writing a winning proposal if they receive best writing practices and get proper training. In this course you will be trained to use the right structure and lay-out for directing the customer’s attention to the core message and formulate a closing statement that instigates desired action. That way, writing effective proposals becomes fun and productive rather than an ordeal. Make sure you are one of the winners; practice by keep on writing! But learn how to be effective!
Approach
The course consists of an integrated sequence of discussions, interaction and practical exercises built from your own proposals or quotations.
Topics
What do you want to achieve with your proposal?
Which proposals or quotations do not appeal?
What you should know beforehand
The ideal structure of a proposal
To what extent is the content important?
Opening your proposal
Giving your customer written attention
Responding to written requests
What information do you need for writing an effective proposal?
How to address your customer?
Understanding what the customer means
Emphasizing added value
What covering letter enhances your proposal
Commercially stating your terms & conditions
Using your proposal to get on the same wavelength as the decision-making team
Presenting your price successfully
What closing statement achieves the best results?
How to successfully and smartly maintain contact with the customer after submitting your proposal?
Training Objectives
At the end of this training you will be able to:
4.Apply the guidelines for performance and result improvement
Duration
One Day
Program Schedule
Day One
Welcome & Introduction
Objective of proposals / non-appealing proposals
Required information
Giving the customer attention
Opening the proposal
Content of the proposal and wording
Emphasising Added Value
The covering letter
Commercially stating the terms & conditions
Adapting to the decision-making team
Stating the price
Successful closing statement
Maintaining contact in writing
Personal Action Planning