In today's highly competitive market place, many skills are required to win business. There are many complex decision making processes and lengthy sales cycles to go through.

The final, definitive written offer from a supplier is often crucial.

A written proposal may reach all decision makers; it needs to provide:

Persuasive reasons to buy from your business rather than from the competition.
A sound business case not a technical dissertation.

This course provides a practical and interactive look at how to present a good business case.

Adapting to meet your needs

We will discuss in advance your business objectives for the course. We will, with your agreement, use real example proposals from your organisation.

We will also send out pre-course questionnaires to all delegates to ensure we cover topics of particular interest.

All this is included in the price of the course. Click here for prices.

Course Aims

We will help your staff:

Produce proposals which are specific to the client.
Differentiate between the commercial and technical benefits of the proposition.
Identify the specific sections of the proposal which are most important to decision makers.
Specifically identify the prospect's basis of decision and

SO more effectively highlight the advantages of your products/services.

Write good covering letters, introductions and management summaries.
Understand the importance of good written english, and

SO produce proposals which are strong sales documents, not technical dissertations.

Develop a system for responding to tenders.
Appreciate the importance of good proposal presentation and layout

Course Structure

This one day on-site course includes classroom teaching and lots of interaction. People learn by doing so there are many exercises throughout the workshop.

Content

Overview

The purpose of the proposal in the selling and buying process.
What do customers want in a proposal?
How to best structure a proposal.
Choosing the correct content for your proposal.
How to respond to tender invitations and RFP's.
Practical exercise: An analysis of example proposals from your organisation.

Proposal Contents

Deciding on the main sections of your proposal.
Getting input from others
Writing covering letters, introductions and management summaries
Effectively including features, benefits and financial justification.
The correct writing style for
A check list for making your proposal a good one.

Review and Submission Process

The value and importance of pre-proposal Reviews.
What to review
Effective organisation for on time submission.