Скачать или смотреть 8 Non-Negotiables to Client Winning Consulting Proposals (95% miss more than half of them)

Are your proposals telling the right story? Most do not. A prospect-focused narrative can be the difference between winning and losing clients.

Let’s break it down into eight essential steps.

Core idea: Most proposals fail because they’re consultant-focused, not prospect-focused. The secret is to build a story that mirrors your client’s journey—from their challenges to their success.

8 Steps to a Client Winning Proposal:

1) A WIIFM cover page
A bold compelling foreshadowing of what's possible if they work with you. Avoid the generic headline or cure tagline. Sell the outcome.

2) Executive summary
This is the most critical part. It synthesizes what you’ve learned—needs, business impact, objectives, and outcomes. No fluff, just clarity.

3) The solution
Outline exactly what the prospect will receive (tools, training, or tech) and how it addresses their problems. But remember, it’s just one chapter of the story.

4) The path forward
Break the implementation into steps with timelines and milestones. This makes the project feel doable and de-risks the decision.

5) Success criteria
Define how success will be measured—metrics, feedback, or milestones. Show that you’re invested in their success.

6) The investment
Lay out pricing, terms, and scope clearly. Include options for addressing out-of-scope work.

7) Testimonials.
Highlight past wins with quotes, case studies, or data. This builds trust and credibility.

8) About you.
Keep it brief—who you are, your services, and contact info. Save this for the end because the prospect’s story comes first.

Key takeaway: Proposals should feel like your prospect’s story, not yours. Start with their needs, challenges, and vision, then show how you’ll help them succeed.

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