Writing Business Proposals

What is a “Business Proposal”?

It is a common misconception that a business proposal and business plan are the same. The proposal aims to sell your product or service rather than your business itself. A business proposal is a normal document that’s created for a prospect to secure a business agreement.

Types of Business Proposals

Unsolicited Business Proposals

You approach a potential customer with a proposal, even if they don’t request one to gain their business.

Solicited Business Proposals

These business proposals are requested by a prospective silent so that they can decide whether or not to do business with you and/or your company

What to Include

1. Begin with a title page

Introduce yourself and your business — name, company’s name, the date you submitted the proposal, the name of the client, etc.

It needs to be aesthetically appealing and professional.

2. Create a table of contents

A table of contents lets your potential client know what will be covered in the business proposal. If this is sent electronically, it helps create hyperlinks.

3. Explain your “why” with an executive summary

Why are you sending the proposal and why your solution is the best for the client? Why are you the best option for them?

4. State the problem or need

This section provides you with the opportunity to show them how you understand their needs and the problem that they need help solving. Do your homework and research.

5. Propose a solution

Make sure your proposed solution is customized to your client’s needs so they know the proposal is specifically for them and only them. You do not want to be sending out template proposals for every client.

6. Share your qualifications

Why should they trust you? Why are you the best for the job? Share success stories and mention any relevant awards and/or accreditation.

7. Include pricing options

You don’t want to under or over-price your service. Include an optional fee table.

8. Summarize with a conclusion

Touch on your qualifications and why you are the best to help with their problem.

9. Clarify your terms and conditions

This is where you list the project timeline, payment schedule, etc.

10. Include a space for signatures to document the agreement

How to Present and Deliver the Proposal

Business Proposal Presentations

1. Personalize the presentation. Send a pre-meeting email with an agenda

This sets expectations and keeps the audience on track for the meeting.

3. Keep the presentation short and precise

Keep the presentation as short as possible, about fifteen to twenty minutes. The longer you speak the less your clients will remember.

4. Pause and ask questions. Lead with stories and not data

Clients are realistic about what data can and cannot tell them. introduce stories first and then the data to back it up.

6. Don’t read off the slides

Slides should remain simple with less text and images. Most slides are too complex — too much text, distracting designs, and unrelated images.

7. Establish a clear follow-up timeline at the end of the meeting

Create a timeline for a follow-up date. “Is it okay if I call you on Friday, June 5th?” so that there’s no ambiguity regarding the next steps.

Conclusion

Whether you are writing business proposals for work in your company or for yourself while freelancing, being able to write and present an effective business proposal is a skill everyone should master.

Happy coding!