So the service or product your small business offers is the best in the market. You know it and your employees know it. Now, if only all your prospective customers knew it too!
The best way to share the mission and capabilities of your company in a way that relates to the unique needs of your customers is to specifically map those elements out for them. And one of the most effective ways to introduce yourself is by compiling informative and attractive business proposals.
Proposals also help you explain financial terms and procedures to your prospective customers to avoid misunderstandings down the road. Complete proposals help you nail down details...as well as land great jobs!
Know Your Objectives
A good business proposal delivers a clear and compelling message about the abilities and services of your company. It does that in the following ways:
Who Says You're The Best Business For The Job? (You Do.)
- It offers an "unbiased"observation of what the client needs. In the process, you may discover a solution they haven't considered before, adding value to your relationship with them.
- It clearly outlines a solution to the consumer's "challenge at hand," incorporating your business as an essential part of that solution.
- It backs up your proposed solution with a discussion of the capabilities of your business as well as market research related to the proposal.
- It shows that your experience puts you ahead of the competition in your ability to meet the client's goals.
The way you present your business in this proposal will shape the success or failure of all future relationships with target buyers. To earn their respect and attention, your proposal must show that you have a keen understanding of the prospective customer's needs.
Focus on the fact that your business is very well-equipped to handle their needs in the most effective and efficient manner possible. Make the time investment--conduct research to gain a full understanding of the nature and scope of the customer's requirements. Then present your ideas in a manner that convinces them that your product or service represents the best possible solution.
Most importantly, you have to differentiate your business from the competition. Some benefits to include are: the timeliness in which you plan to deliver your solutions and your documented experience and/or expertise in dealing with similar challenges (through case studies, third-party endorsements, and other supporting materials.)
While the work involved in creating a great proposal may seem daunting and time consuming, you have to consider the valuable payoff for your business. The care you take in tailoring the proposal to prospect's unique needs is meant to serve as an indication of the level of service that they'll receive from you. And your prospects are bound to take notice of that extra effort.
NEBS is here to help you with the information and tools you need to help your business succeed. To help you create winning proposals, and improve your win rate in landing new business, we've put together this informative series of how-to articles and resources. We also offer a full line of customized business proposals/acceptance forms that will get your business noticed. Check out our complete menu on our Product Pages.
Next Topic: Beginning Your Proposal: First Steps