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5 Elements To Creating Successful Project Proposals
In my previous life, I was in sales for a very large technology company. One part of my job was to create project proposals for all types of clients.
By: Amy Franko
In my previous life, I was in sales for a very large technology company. One part of my job was to create project proposals for all types of clients.
By: Amy Franko
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I remember one particular client proposal that was over 100 pages long! I'm betting the client read only the first several pages, and then the pricing page.
When I left the corporate world a few years ago to start my own company, a promise I made to myself and my clients was to create concise, valuable project proposals. The key to remember - at the point you are writing a proposal, the client should already know you and the value you bring to them if they choose to work with you. As a result, many of the proposals I submit are fewer than 10 pages.
Read on to learn the 5 elements of a successful project proposal or sales proposal:
1.Executive Summary. This should clearly articulate the business objectives and the client's vision for the project. A concise, well-written summary shows the client you understand their goals and the impact of this project to their business. For maximum impact, keep the executive summary to 3-4 paragraphs at most, and create bullets for the most pertinent information to draw their attention to it.
2.Statement of Work. A statement of work includes the most important details of the project engagement, including deliverables and the client investment. Create headers for Project Engagement Overview, Expected Deliverables, and Client Investment. For maximum impact, keep this section to 3 pages or less.
3.Tentative Project Plan. If you have enough details, create a tentative project plan that estimates the number of weeks it will take to complete and review each deliverable, along with ownership. Explicity state this is a tentative plan; the client will appreciate your foresight into the planning process. When creating any project plan, especially for a new client, be sure to account for the time it will take to learn their processes and systems.
4.Project Assumptions. In a bulleted list, outline the assumptions you have for the project. Examples include format of the deliverables, language to be used, review processes, access to subject matter experts, and ownership of materials once they are completed.
5.Terms and Conditions. If at all possible keep the terms and conditions simple. I use a bulleted list of anywhere from 3-5 points. Your client will appreciate your transparency and collaborative spirit. It is important to cover all the necessary terms and conditions, but use plain, concise, understandable language. Also include an authorized signature page that includes space for your signature and the client's signature. Once it is signed, keep a copy for yourself and provide a copy to the client.
When you are awarded the business, refer to the proposal often in your client interactions throughout the project. You'll demonstrate that you kept your promises, and that the document was indispensable to the project's success.
Amy Franko is the owner and principal learning designer of Amy Franko Consulting. Amy is a certified Book Yourself Solid ™ business coach. The group she's most passionate about serving is women who are solo service professionals. She uses a simple system of protocols specifically designed to bring more ideal clients into their business, even if marketing and selling isn't something they like to do. You can learn more about her by visiting her website www.amyfranko.com or following her on Twitter www.twitter.com/amyfranko.
When I left the corporate world a few years ago to start my own company, a promise I made to myself and my clients was to create concise, valuable project proposals. The key to remember - at the point you are writing a proposal, the client should already know you and the value you bring to them if they choose to work with you. As a result, many of the proposals I submit are fewer than 10 pages.
Read on to learn the 5 elements of a successful project proposal or sales proposal:
1.Executive Summary. This should clearly articulate the business objectives and the client's vision for the project. A concise, well-written summary shows the client you understand their goals and the impact of this project to their business. For maximum impact, keep the executive summary to 3-4 paragraphs at most, and create bullets for the most pertinent information to draw their attention to it.
2.Statement of Work. A statement of work includes the most important details of the project engagement, including deliverables and the client investment. Create headers for Project Engagement Overview, Expected Deliverables, and Client Investment. For maximum impact, keep this section to 3 pages or less.
3.Tentative Project Plan. If you have enough details, create a tentative project plan that estimates the number of weeks it will take to complete and review each deliverable, along with ownership. Explicity state this is a tentative plan; the client will appreciate your foresight into the planning process. When creating any project plan, especially for a new client, be sure to account for the time it will take to learn their processes and systems.
4.Project Assumptions. In a bulleted list, outline the assumptions you have for the project. Examples include format of the deliverables, language to be used, review processes, access to subject matter experts, and ownership of materials once they are completed.
5.Terms and Conditions. If at all possible keep the terms and conditions simple. I use a bulleted list of anywhere from 3-5 points. Your client will appreciate your transparency and collaborative spirit. It is important to cover all the necessary terms and conditions, but use plain, concise, understandable language. Also include an authorized signature page that includes space for your signature and the client's signature. Once it is signed, keep a copy for yourself and provide a copy to the client.
When you are awarded the business, refer to the proposal often in your client interactions throughout the project. You'll demonstrate that you kept your promises, and that the document was indispensable to the project's success.
Amy Franko is the owner and principal learning designer of Amy Franko Consulting. Amy is a certified Book Yourself Solid ™ business coach. The group she's most passionate about serving is women who are solo service professionals. She uses a simple system of protocols specifically designed to bring more ideal clients into their business, even if marketing and selling isn't something they like to do. You can learn more about her by visiting her website www.amyfranko.com or following her on Twitter www.twitter.com/amyfranko.
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