Writing a consultant proposal for potential clients required some careful planning. Moreover, you need to know how the proposal should be started to ensure you don’t lose anything after spending hours or days sitting in front of your computer to just get this all finished well.
1. Never Rely on the Proposal
In a world of an effective consulting proposal, the main function of writing the proposal is not to win the business or attract the clients in hiring you. The key to writing your proposal is you must win the business before working on it. So never write a proposal before making sure that you and the clients have agreed with the business. So never rely on your proposal and think about how to attract your clients using this.
Talk with your clients and get an agreement. The clients should first agree to work with you and say yes to what you are offering. After that, ask them what about you writing a proposal to strengthen the agreement. If the clients are very welcome and glad for your proposal offerings, then keep working. If they hesitate, don’t write your proposal. Many consulting proposals are rejected because consultants send them without any agreement before. They thought they have the opportunity through a well-written proposal when the clients are not interested in working with them.
2. Don’t Focus on Your Business
When you have a conversation with the clients before proposal writing, you already talked about your business. So you don’t need to repeat it in your proposal. Focus on your buyer is always better. State what you have discussed with them starting from the opening about the opportunity if you two work together. This could be a kind of confirmation that you truly understand they need to reach their goals. You don’t need a long proposal that describes your business, a shorter one is better if it focuses more on your clients.
3. Don’t Add Extra Information
Your proposal should be all about your previous conversation with the clients. Don’t add something new that can make the buyers confused and think hard. They just want some confirmation about the spoken agreement in your proposal. Just focus on what you already had. Whenever you are trying to add something new, think whether or not this is positive and valuable. It is fine to give some extra information as long as this is something the clients would be interested in. if there are no benefits of adding them, and then you don’t have to.
4. Structure Your Proposal Logically
Although the clients have understood about your offerings in the conversation, it doesn’t mean that they would feel the same when reading your proposal. You must logically structure your proposal to ensure they can understand the written version as well. you need the Summary that summarizes the discussed project, the Goals that cover all the results or impacts the project would give for the clients using bullet points and explanation, the Project Details that describe more about the project especially the duration, Responsibilities that state all the things that you and your clients should provide for each other, the Investment for offers and price information and the Terms that include information about the payment, expenses and how they should be paid. This is a simple and easy-to-understand structure that can be used in your proposal to make it short and straightforward.
5. Short is Better
Since this proposal is not made to win the heart of your clients in working with you, there is no need to make it long and boring. You need a short proposal with straightforward information about what has been discussed before. Three pages should be the maximum length. If you find it longer than three pages, read again to check what should be cut to make it shorter. If in certain situations you must make it longer than three pages, make sure it is because you are adding new valuable and interesting information related to the expected results from your clients.
6. Focus on ROI
One of the reasons why your clients accept your offering for giving investment is because they value what they have invested. When they find the return is excellent, they wouldn’t hesitate to say yes. Your ROI should be aligned with what you are requested. If you request something big, the return should be big as well. Make sure that you should also get something in return. Don’t ask for affordable fees when you are offering something very valuable to them. As long as the ROI is interesting, the clients will never reject your requested fee.
Remember that your clients don’t want to hear or read anything about what you are planning to do, but what results would you give to them. Don’t brag about this in your proposal. Once again, focus on the clients and what they can expect from the project. Keep your language simple to avoid the clients having to talk to their lawyers first before signing your proposal.
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