There are two main reasons to write a business proposal. Either someone has invited you to submit a RFP (Request for Proposal); or you are trying to gain support or get a business deal from your employer or another organization.

When drafting a proposal the most important thing to keep in mind is that the reader is looking for benefits; they want to know how your product, service, or idea adds value to their operation. Therefore your proposal must be well-written and it also must clearly indicate how you can fulfill a current need.

Here are a few tips to help you improve your proposal:

1. ) Make the proposal about your customer. A proposal is not the time to tell about your mission, your locations, or how long you have been in business. Instead you should state how these (or any other) aspects benefit your client.

2. ) Show and don’t tell. Do not tell your prospect what you can do for them, but show them using clear examples. Avoid unsubstantiated hype like “best value”, “low risk”, and “cutting edge”; unless you are willing to prove it.

3. ) Be careful not to include irrelevant information. If you are making the proposal about the reader, and showing instead of telling, then you should have no problem with this.

4. ) If you are responding to a RFP, read the request more than once. You want to ensure that you completely grasp the requirements.

5. ) Show your creditability. Who have you worked with before? How did you help them and how does that relate to the company you are submitting this proposal to?

6. ) Watch your language. It is very important to make sure your proposal is politically correct. Additionally, you want to avoid jargon unless it is commonly known in the field you are targeting. Also, avoid writing in passive voice.

7. ) Be specific. State your time frame for completing the project (a brief project implementation plan) and your rates (if applicable). This will help eliminate differences in expectations.

8.) Packaging is also very important. It is a critical differentiator among the pack/competitors and it shows attention to details. A little of aesthetics wont be a bad idea.

9.) Read and re-read your work; then go back over everything, and make improvements until you feel confident in your proposal. If possible have a qualified individual or consultant check your work.

10.) Finally, Never be in a hurry to copy, paste and submit your proposal (Like most business people in Nigeria do). With a poor proposal, you don’t only lose the deal, you lose money, lose opportunity to grow your clientele, lose opportunity for repeat business, lose positive word-of-mouth/referral and you would have also wasted the time invested in putting together the document).

C U @ d bank.

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