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Our previous article covered the [url=http://www.shewyne.com/moncleroutlet.html]moncler sito ufficiale[/url] first top 10 reasons proposals fail, now we will cover the second half of the list.
Creating a successful business proposal is much more than simply editing documents and shipping them off to a prospect. There may be many reasons why your business proposal did not get accepted.
If you are new to proposal writing, try to look at each proposal project as a learning experience, and plan on altering your strategy and presentation as needed along the way.
After you've found out that you didn't win the job, you should try to tactfully interview the prospect. When possible, communicate directly to the employee responsible for determining the winning proposal.
Explain that you want to learn the reason(s) why your proposal was rejected so that you can make improvements in the future. Give careful consideration to what they have to say and [url=http://www.tagverts.com/barbour.php]barbour online shop[/url] thank them for their advice. Do not forget, however, that they may not tell you the actual reason behind your loss. Some people may be wary of coming across too negative, and of course there are always times where an acquaintance or family member was picked for the job instead of using a true competitive process.
While you can learn from mistakes, you should try your best to win with every attempt. Don't let sloppy mistakes keep your proposal from getting noticed. A failure to land the client or get the project approved is often due to the some of these common reasons:
#1: Your pitch didn't instill trust.
First of all, be sure your proposal looks and sounds professional. Next, let others speak for you. Be sure to include verifiable testimonials, referrals, descriptions of similar projects that you have previously completed, awards, professional certifications and memberships, etc. - in other words, include everything that demonstrates that others believe you're trustworthy and professional.
#2: Your proposal did not show a solid understanding of the prospect's needs or business.
Find out what you can about the prospect. If possible, conduct and interview and ask specifically about needs and problems. If you were given an RFP, [url=http://www.fayatindia.com/giuseppe-zanotti.html]giuseppe zanotti[/url] read it carefully and make sure you address every one of the requirements listed. Find out all you can about the business so that the solutions you propose will match their needs.
#3: Your solution did not offer the best value [url=http://www.tagverts.com/barbour.php]barbour deutschland[/url] for the cost.
A competitor may have offered more for the same cost. If you find this out, consider whether you can beat the winner's offer next time.
#4: The competition did a better job.
This might be in terms of presenting a more polished proposal, or simply a better solution for a better price. Think about how you could improve for next time.
#5: There was poor communication between you and the prospect.
Be sure you know what the prospect wants, address their concerns, and present the information they are looking for.
#6: Your competition trashed your solution in their proposal.
The only way to defend against this is to keep your solution as confidential as possible, and as professional and complete as possible.
#7: A key employee at the client's company had ties to your competition.
Again, presenting the most complete, most professional proposal you can is your best protection against [url=http://www.teatrodeoro.com/hollisterde.php]hollister[/url] this situation.
#8: The prospect wanted the "safe" choice, not the "best" choice.
Sometimes this means that the prospect wants to work with a [url=http://www.shewyne.com/peutereyoutlet.html]peuterey outlet[/url] company they worked with previously; sometimes it means that they want to work with an established company for that project. Make sure you include your expertise, awards, recommendations, and qualifications so that the client will feel that you too are a "safe" choice. Sometimes this means the person who awards the proposal does not want to risk looking bad and goes with the offer that is the safest for their job position.
#9: The Request for Proposal was designed to favor one specific bidder.
There's nothing you could have done about this situation. The winner was selected before you ever bid on the contract; [url=http://www.jeremyparendt.com/Hollister-b5.php]hollister[/url] the deck was stacked [url=http://www.rtnagel.com/louboutin.php]louboutin[/url] against you and everyone else ahead [url=http://www.rtnagel.com/airjordan.php]nike air jordan pas cher[/url] of time.
#10: You did not follow the guidelines given.
If you are given specific guidelines [url=http://www.lcdmo.com/hollister.php]hollister france[/url] to follow when submitting a proposal, especially a government grant, make sure you follow all of the guidelines exactly. Many government agencies and institutions issue RFPs that allow you creativity in how you write your proposal as long as you adhere [url=http://www.teatrodeoro.com/hollisterde.php]hollister deutschland[/url] to the guidelines they require. If you ignore the RFP guidelines your proposal may be discarded regardless of how well it was written.
This top 10 list is by no means a complete list of every possible reason why you may have failed to win the proposal. There will always be scenarios that you cannot control. You may never find out the reasons why either. Focus your energy on the things that you can control, and use basic common sense. Sometimes the key to [url=http://www.rtnagel.com/airjordan.php]jordan pas cher[/url] winning can be as simple as a personal touch - in a business environment that is continually becoming automated.
Ian Lauder has been helping small businesses and individuals write their proposals and contracts for over a decade. => For more tips and best practices when writing your business proposals and legal contracts visit
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