10 things not to do when you write a business proposal

10 things not to do when you write a business proposal

OK…11 things not to do when you write a business proposal - remember to also check out the top 10 proposal tips from Learn to Write Proposals .

1. Don’t talk about yourself too much. When you write a business proposal it is about solving problems for the client – don’t just go on about your achievements, show how they relate to the client.
   
2. Don’t answer the wrong questions. What questions do the client really want your business proposal to be about? You need to know what pushed the clients buttons. If you aren’t sure ask for a meeting
   
3. Don’t miss questions out. It may be a hard question to answer, but is you want to know how to write a business proposal then start by answering all the requirements.
   
4. Don’t make it difficult to read. Your proposal should be a structured story and well presented. If it’s difficult to read, it’s difficult to evaluate. Always proofread and edit.
   
5. Don’t hand it in late. Just don’t do it – four weeks work on bid can go in the bin without being read.
   
6. Don’t make assumptions. You may be the biggest supplier of widgets in the world – you still need to provide your details and your history. It’s the proposal being evaluated, not the buyer’s general knowledge.
   
7. Don’t make it boring. Avoid pages and pages of text. Use whitespace, graphics and boxes to present your ideas visually. It will get noticed more and be better remembered.
   
8. Don’t forget to give them a reason. Remember to persuade your clients – so do this by giving them a reason. You can start by asking yourself ‘so what?’ about each statement you make. If there’s not a clear answer then it’s time for ‘because…’ to be included.
   
9. Don’t get the client’s name wrong.  Yes, it sounds silly. But does the client have lot’s of divisions with different ways to spell their name? Spell it correctly (like they spell it) and do a search in your document if you’ve copied boilerplate from an earlier client proposal. Nothing will lose you work quicker than sending a client a proposal that looks as if it’s for someone else.
   
10. Don’t make promises that you can’t keep. The client may ask for 10 rocket ships in 2 months, but keep your business proposal realistic. If you need to contact the client and ask for clarification on why they have that specific requirement. Getting to the bottom of the need may uncover something that will give you an edge.
    
11. Don’t send it without getting the financials checked. Get sign-off on the numbers. If you don’t know why, don’t write proposals for a living!