We have made it to the halfway mark! Welcome to Part 3 of our 6 part series where we will share our expertise and industry experience to discuss how we craft winning proposals.
Join us for each segment to learn the tricks of the bid management trade.
Part 3 - Tailor Your Proposal
So far in this series we have discussed understanding the client's needs, and the importance of structuring your proposal. Next we go on to Part 3…
Tailor Your Proposal
One of the most common mistakes in proposal writing is recycling previous submissions without tailoring them to the specific client. While templates can be helpful for structure, every proposal should be customised to fit the client’s unique situation.
• Use the Client’s Language: Mirror the language and tone used in the RFP. If the client uses specific terminology, use that throughout your proposal to show alignment with their needs.
• Focus on Benefits, Not Features: It’s easy to list out what your product or service does, but the client wants to know how it will benefit them. Focus on the outcomes and value your solution will deliver, rather than just its technical features.
• Get local: Understand the location of where the service is being delivered. Research local companies, organisations and suppliers that you could work with in the area to deliver the contract. This boosts your social value proposition and shows you have done your research.
• Link back to the specification: Linking back to the client's specification reminds them how your proposal is going to meet their requirements and shows that you have understood their
needs.
In summary, a winning proposal goes beyond simply presenting what you offer—it’s about building a narrative that resonates with the client’s unique needs and challenges. By tailoring each proposal with the client’s language, focusing on outcomes, understanding the local landscape, and consistently linking back to the specification, you demonstrate a commitment to delivering true value. Personalising each submission shows that you’re not only prepared but genuinely invested in a partnership that will help the client achieve their goals.
See you here next week for Part 4, where we will be discussing the importance of using clear, concise, and uncomplicated language.
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